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A Dealer Management
System is more than
software; it's the foundation
for your dealership.
JUNE 2021
ALER | 1
J U N E 2 0 2 1 | I N D E P E N D E N T D Ewww.FIADA.com
COMING SOON
Dealer Dealer to
a podcast presented by the
Join host Jason March as he interviews guests and discusses
topics important to used car dealers in Florida and beyond.
Stay tuned for more details on this
upcoming podcast
2 | INDEPENDENT DEALER | JUNE 2021
JUNE 2021 | CONTENTS
For members of the Florida Independent Automobile Dealers Association
Facebook
Friends
MAILING ADDRESS 1840 Fiddler Court Have you "liked" the
Tallahassee, FL 32308 FIADA Facebook
TELEPHONE (850) 385-2712 page? It's a great
(800) 237-0448 way to stay up-to-
FAX (850) 385-3251 date in between
WEBSITE www.FIADA.com magazine issues. We
posted this video
from President Jason
EXECUTIVE COMMITTEE
Jason March President
March to invite
Chris Ellis Senior Vice President dealers to the last
Jim Winterick, Sr Chairman of the Board Town Hall meeting.
Dexter Beard Secretary
Luis Giraldo Treasurer
Ejola Cook Regional Vice President
John Giasullo Regional Vice President FEATU RES
Brad Joel Regional Vice President
12 | Selecting the Right DMS
FIADA STAFF
Lisette Mariner, CAE Executive Director
Ask the right questions when comparing Dealer Management
Terry Myers Director of Development System choices to make the right choice for you.
& Education
Julia Rooney Membership Manager
24 | Evolution of the DMS
Savannah Calhoun Administrative Assistant
The used car industry is always changing, and your DMS
Christy Taylor Editorial/Advertising
should be able to adapt with it.
POSTMASTER:
Send address changes to 26 | Online Video vs. Television
FIADA • 1840 Fiddler Court
Tallahassee, FL 32308
Video is still one of the most effective ways to reach customers
(850) 385-2712 • Call/Text: (800) 237-0448 and today's choices are more cost-effective than ever.
Fax (850) 385-3251 • www.FIADA.com
28 | Consumer Complaints on the Rise
The Independent Dealer is a publication of:
The CFPB released its Annual Complaint Report and has a lot
Florida Independent Automobile of information of interest to used car dealers.
Dealers Association
1840 Fiddler Court
Tallahassee, FL 32308
The magazine is published every month in
DEPA RT MEN T S
Tallahassee and distributed to Florida new,
used, wholesale and lease/retail car dealers. 4 President’s Message 8 Back to Basics
Advertising rates are available upon request. Jason March Terry Myers
The statements and opinions expressed
herein are those of the individual authors
6 Executive Director’s 10 Membership News
and do not necessarily represent the views Message
of Independent Dealer or the Association. 15 Reader Survey
Lisette Mariner, CAE
Likewise, the appearance of advertisers, or
23 HR Advisor
their identification as members of FIADA, 7 PAC Contributors
does not constitute an endorsement of the 30 Industry News
products or services featured.
JUNE 2021 | INDEPENDENT DEALER | 3
PRESIDENT’S MESSAGE
Are You Delivering?
Let the voice of the customer define your value proposition. | BY JASON MARCH
The Oxford dictionary defines of the customer wanting you to include a fourth
Order Winning Criteria as the characteristics of dimension, cost. Or the customer is asking for you to
a product or service that are most important in arrange transport for out of state delivery, this would
deciding whether or not a customer will make a be an example of the customer asking you to offer the
dimension of customization.
purchase. These are the characteristics that positively
differentiate a particular product from similar
Now a days, most independent dealers have set up
products in the market. Clearly order-winning their operation to deliver three dimensions. Our
criteria vary from customer to customer. dealership has always tried to hit the dimensions
of quality, speed and flexibility. We try and buy a
OWC (order winning criteria) include things like: gently-used vehicle with one to three owners. We try
cost, quality, speed, flexibility (customization), to stay away from vehicles with heavy rust or major
innovation and information. Historically, dealers body damage, and recon the vehicle at our shop both
would choose one or two of these dimensions in cosmetically and mechanically
which to compete. It in order to fulfill our first
reminds me of the old dimension; quality.
shop sign that says,
"we do three types of Speed is our second dimension.
jobs." We aim to have our customer
in and out of the dealership in
In reality, our current no more than two hours. The
customer is asking us majority of the time we are able
to deliver AT LEAST to accomplish this goal due to
three of these the in-house financing that we
dimensions. offer. This can be a struggle for
Let me paint other dealerships that depend on
a picture, The bank approvals.
customer sees
a vehicle you have advertised on Facebook- Our third dimension is flexibility. Being a Buy
one owner, clean Carfax, good miles, great Here-Pay Here, we are able to structure a loan with
shape. You are advertising that you can take a customer who may be self-employed or have
the customer's info over the phone and set troubled credit. With the ability to customize a
the whole deal up over email, text and photos deal term to fit the customer's specific situation, we
JASON MARCH
so the customer spends the least bit of time feel that this is an important part of our customer
FIADA PRESIDENT
possible at the dealership. offering.
You are delivering three dimensions: quality,
innovation and speed. Quality being that the vehicle When delivered well, we feel these three dimensions
you are selling is in great condition. Innovation is are enough to satisfy our customer's expectations.
found in the ability to process the main parts of For decades, three dimensions were all you needed to
the deal digitally and speed with the customer not keep an upstanding reputation in the area and a loyal
having to spend hours in your showroom. customer following. Socrates said, Better do a little
well, than a great deal badly.
Let's say in this example, a customer contacts you
and wants you to sell the vehicle for $1,500 under Many franchise Dealers are advertising an online
your advertised price. This would be an example financing process, home delivery and a price that is
4 | INDEPENDENT DEALER | JUNE 2021
at or below market value. This is an example of cost, speed when it comes to the world of ancillary products.
and information. They have the selection of color, mileage and trim package
on specific models due to the vast inventory that these
Maybe your market is selling high line, luxury vehicles. online retailers have. They also have multiple financing
The dimensions you are providing are cost, quality and options for customers with varying levels of credit.
flexibility. Your vehicle price competitive, you have a
capable, well equipped service department and you are able If you look at the reviews for Carvana and Vroom, they
to provide a loaner car if the customer brings the vehicle in are not that impressive. Average reviews, less than a 4-star
for service. rating in certain cities. My brother-in-law almost bought a
truck from Carvana but toward the end of the transaction,
Offering a fourth dimension can be a challenge. he learned the truck was not going to be delivered for at
The nation is watching Carvana, Vroom and others try and least three weeks. Delayed delivery of more than three
hit multiple dimensions within our business to capture a weeks can be a challenge that money alone can't fix. I
piece of the market. Carmax and Autonation are also two believe there must be great planning, training, preparation
large retailers that are attempting to go above and beyond and follow through. Sometimes, you may even have to look
the traditional dealership offering. Home delivery and at your operation and reconsider what dimensions you are
online document signatures were accelerated by Covid. attempting to offer.
Now you can have 55 pictures to view, three videos, a 7-day
test drive, the ability to shop for the lowest price, get the car Understanding your Order Winning Criteria can help
delivered, fill out the documents online, and request every dealerships cut down on time and energy spent working
piece of information about the vehicle - Carfax, Autocheck, on things that do not align. Looking at your online reviews
factory window sticker and warranty info. and talking with your customers can be a great way to
determine what you do well and the dimensions that you
Customers can have the option of choosing between can improve on. Listen to the voice of YOUR customer. We
several service contracts, gap contracts, tire and wheel, key can't be everything to everyone.
replacement, paint protection, glass protection and more
HARNESS THE POWER OF OUR DMS PLATFORM
Monitor Inventory Instant Approvals Prompt Full Spectrum Competitive Aggressive Flexible Local Training
& Sales Process 24/7 ACH Funding Financing Rates Advances Terms Branch Offices & Support
© 2021 Lobel Financial. All rights reserved. Member NIADA.
MANAGE YOUR DEALERSHIP
PAID ADVERTISING
THE PROGRAMS ARE OURS THE BENEFITS ARE YOURS
www.lobelfinancial.com │ 800.871.8051 │ ds@lobelfinancial.com
263087-Lobel Harness the Power7.367x4.811.indd 1 11/5/2020 10:26:46 AM
JUNE 2021 | INDEPENDENT DEALER | 5
EXECUTIVE DIRECTOR’S MESSAGE
What Do I Get For the Money?
Understanding the value of your FIADA membership. | BY LISETTE MARINER, CAE
Nearly every day I hear about have ever paid "billable" hours to an attorney then
costs going up on daily necessities. The cyber- you know what a savings this is. Not to mention,
hijacking of the pipeline will increase the cost of the value of having assistance from experts who
gas. The truck driver shortage will increase the cost focus on the auto sales industry.
of deliveries. I even heard yesterday that chlorine
tablets are going to go up because of a fire at a Beyond these benefits, there are others that maybe
production plant in Louisianna. The point is, the you can't put a dollar amount on per se, but are
cost of living is increasing and for most of us, invaluable. FIADA is your "seat at the table" in
incomes are not. Tallahassee, and through our partnership with
NIADA, in Washington. Politics aren't for everyone,
Simple math tells you that means that everyone but like it or not that is the world we live in. So
will be looking at their expenses a little closer and often laws get written, or vetoed, mostly because
deciding where their money will be best spent. of "who you know." With our state headquarters
While FIADA membership is a relatively modest positioned in Tallahassee and our full-time lobbyist
investment (and, I'll add FIADA/NIADA dues have Sandra Mortham representing us at The Capitol,
remained the same since 2013), compared to other the FIADA has built connections with influential
trade associations, it is still an expense that needs lawmakers and has a listening ear with the state
justifying and I hope that I can do that for you. regulatory agencies that govern your business. Yes,
non-members may enjoy the indirect benefits of
Let's start with the tangible benefits. The things that these relationships when legislation is passed or
you get with your membership that you can see, vetoed, but you get the full-benefit of having a place
touch and put a monetary value on. This magazine to call when you need help.
is one of them. We send this magazine to members
every month and fill it with information that can Another priceless benefit of membership is the
better your business and your bottom line. networking and camaraderie of members. It is
We also follow-up the magazine with our unbelievably helpful to "know a guy" that can help
E-newsletter, that provides you direct links you with any situation. FIADA is that link. Between
for the printed stories as well as timely our dealer members and our associate members, we
between-issue info. The FIADA Coupon can connect you with anything and everything you
Program offers over $6,000 of savings on need to run your business well. We have done the
products and services for independent legwork, the vetting and sometimes the negotiating
dealers. FIADA members receive for you to create a network of businesses and
LISETTE MARINER, CAE complimentary (FREE) training providers who are reputable and willing to help.
EXECUTIVE DIRECTOR at FIADA.com. We published a list Let's also not forget how important it is to be able
of over a dozen courses currently to talk with other dealers, just like you, having
ready to view and are adding more all the time. problems, just like you, and brainstorming together
The online courses and webinars are in addition to ways to solve them and make it happen. It makes
the other free resources available to download at me proud to watch our members talk with each
FIADA.com like various federal compliance guides other at our meetings and events and see them
and forms. enjoy helping and learning together.
Members also can call the FIADA office at So, what do you get for your money? All of this and
800.237.0448 and get help with compliance so much more.
questions from the FIADA General Counsel. If you
6 | INDEPENDENT DEALER | JUNE 2021
thank you pac donors!
The FIADA PAC has a year-end goal of $30,000. Current donations total $8,030.00,
which is only 27% of the goal. Join the list of other dealers who have already
contributed, and help move the needle forward!
Auto Dealers Wholesale Melbourne Inc. Speedway Auto Sales
B&A Auto Sales of Central Florida NewGen Motors Steve's Auto Repair
BNM Enterprises, LLC Next Generation Motors Streetside Classic Cars
Car Credits Peak Performance Team The Guaranteed Best Choice Inc
CarBucks Premier Motor Cars Unique Cars Of Palm Beach
Carpay Premier Truck Center LLC Vans Cars & Trucks
Charles A Krblich, PA, CPAs
CKC Auto Haus LLC
Drive Nation USA
Ferco Motors Corp
Fleet Lease Disposal
Florida Auto Dealer School
Florida Auto Exchange Co.
Gas Buggies
GoldStar by Spireon Inc.
GWC Warranty Corporation
Haims Motors Inc
J-Linn Motors
Maher Chevrolet
Miami Auto Broker
Michael's Auto Sales of West
PAC CONTRIBUTION INFORMATION Mail this form with payment to 1840 Fiddler Court • Tallahassee, FL 32308
Contributor’s Name:____________________________________Dealership/Company:_____________________________________
Street Address, City, State, Zip:________________________________________________________________________________
q Check (payable to FIADA-PAC) q Credit Card (one time contribution) q Monthly Credit Card Contribution (until cancel)
q $500 q $250 q $100 q $50 q $25 q $________
Credit Card Information: q Visa q MasterCard q American Express q Discover
Name on Card:_______________________________________Card Number:___________________________________________
Exp. Date:___________________ Sec Code:___________________ Billing Phone:___________________________________
Billing Address:_____________________________________ Authorized Signature:_____________________________________
you can also make a PAC CONTRIBUTION online at www.fiada.com/pac
JUNE 2021 | INDEPENDENT DEALER | 7
BACK TO BASICS
What Do the Letters DMS Mean to You?
Understanding what a DMS is and does can help you use it better. | BY TERRY MYERS
The acronym DMS can represent These systems can be and are valuable tools to
different things to different people. DMS could train and review with employees. Place into their
stand for the Division of Motorist Services, the employment folders as proof of training.
agency tasked with licensing, educating, and Should you discover a system you need to improve
overseeing the activities of Florida licensed dealers. upon, you may want to investigate the many
training tools currently available on the FIADA
It can also mean Dealer Management Software, website.
which is a valuable tool(s) designed to help the
dealer find the right car and put it together with When you have a Dealer Management System
the right customer for the right amount of money. that works, and you train your employees to use it
It also helps the dealer answer the right questions properly, everybody wins!
into the right documents so that transactions take
place when, where and how they are mandated to Not to be confused with a DMS, the DMH can also
do so. When someone from the DMS (Division of help your business. DMH in this case stands for
Motorist Services), or other governing agency has Dealer Money Hour, the monthly webinar I host
questions, it helps the dealer produce the desired at www.FIADA.com. This month's topic is "Lien
answers. Sale Piracy: Protecting Your Dealership's Vehicle
Investment." My guest will be Bankruptcy Attorney
DMS, is also the Dealer Management System, Dennis LeVine. If you want to learn about your
and provides the what, when, why and how do I rights, actions to take and when to take them when
duplicate it if it provides a good result. In this case, it comes to bankruptcy, then go to www.FIADA.
the DMS can help make the dealer money! com/webinars and register now.
Properly established and constantly fine- Need experienced eyes to help you see into today’s
tuned by the dealer of a successfully operated future? Call the association at (800) 237-0448 and
business, the Dealer’s Management System ask for Lisette. Connect with someone who has
helps the dealer identify: What is producing expertise in the area(s) you would like to learn
the desired results now and into the more about. She can help connect you with me, an
future. When did it happen and do I see it FIADA dealer member or a relevant vendor. FIADA
continuing to happen in the near term, long members also have access to an industry attorney
term, and/or certain times of the year? Why for answers and/or directions the dealer may need
TERRY MYERS to pursue.
did this desired result happen? How do I
EDUCATIONAL
prepare ahead of time to duplicate it?
INSTRUCTOR If you are not yet a FIADA member, what are you
Which DMS (Dealer Management System) does waiting for? Go to www.fiada.com.
your dealership have in place to help produce the
Articles are the opinion of the author and are not intended to be
legal elements required to meet the needs of the
legal or accounting advice. The intent is to share thoughts and
customer, the vendors, the business, DMS (Division concepts that help the business owner(s) find new and perhaps
of Motorist Services), and other applicable revisit, ways to be as successful as they are capable of being. Terry
governing entities? Review the sample checklist on can be reached at (727) 804-7375. Email: TMyers@FIADA.com.
page 9 to verify which DMS you have in place and Feedback is appreciated and encouraged. Terry L Myers, FIADA
Director of Education and Development.
which might you still need to incorporate.
8 | INDEPENDENT DEALER | JUNE 2021
Sample DMS Checklist
Can You Answer Yes to the Questions Below? Yes No Potential Sanctions/Fines/Penalties if No
Do you have the NEW 2018 FTC BUYER’S GUIDE displayed $1,000/each to $46,000+/each
on EVERY QUALIFIED used vehicle?
Do you make each customer of a ‘qualified’ vehicle aware $1,000/day to $10,000
they may redirect $105, or a lower qualified amount, to the
HOPE SCHOLARSHIP fund?
Are you transferring ownership within the required 30-days? $1,000/each
Are you collecting, electronically reporting and remitting sales $0.00 collection allowance, + Taxes, + Penalties, +
tax by the end of the business day prior to the 20th? Interest
Are you checking each customer against the SDN list to Million$$$ in fines, Loss of assets business &
obtain permission of how to proceed? personal, + too many years in jail
Are you following state and federal Repossession laws? Court Fines & Attorney Fees
Do you obtain HSMV 84061 for customers who do their own $1,000/each
Title & Registration in another state or country?
Do you obtain a copy of the customer’s completed DOR-123 Taxes, penalties & interest on what was not exempt
as proof you had a right to charge at that state’s rate? without the DR-123
Do you provide and obtain a signed Pollution Control $1,000/each
statement to retail customers and a signed one for the file?
Do you have a Motor Vehicle Retail Installment Seller license $500/each unlicensed transaction
and remember to renew it each even year December?
Are you paying off liens of trade-ins within the required 10 Sanctions/Fines, Court Costs, Attorney Fees, Jail
business days, as per f.s.319.24 (5)(a)?
Are you carrying forward all Brands of acquired vehicles Reimburse customer for Major Repairs, Principal,
to the retail customer on HSMV 82040 and providing the Interest (or) your bonding company
required Affidavit they signed acknowledging the brand?
Are you reporting qualifying Cash or Cash Equivalent $25,000/each non-reported qualifying event
Transactions to the IRS on IRS 8300, with a Copy to the
Florida DOR and a letter to the customer within the required
time frames?
When you advertise a vehicle for sale, is it in one of your $1,000/each
Designated Display slots?
Do you take a Tax Credit for qualified Repossessed Vehicles Credits may only be applied within 12-months of the
on the DR-95B within the allowable time frame or lose that qualifying event
benefit?
Are you able to timely produce records of all retail and $1,000/each
wholesale transactions within the last 5-years when asked in
an audit?
Do you dispose of private information as required by the $46,000/each
Federal Disposal Rule?
Do you have Bills-of-Sale and required Odometer Statements $1,000/each
for every vehicle purchased and sold?
Are you aware of the 10-year/20-year EXEMPT rules for You, your business and more
Odometers as of January 1, 2021?
Do you always know what your 1099 and W-4 Employees Your entire business and more
are doing under your authority?
JUNE 2021 | INDEPENDENT DEALER | 9
MEMBERSHIP NEWS MAY 2021
N EW ME MB E RS
ALPHA AUTO TRADER LLC PEAK PERFORMANCE TEAM US AUTO CREDIT
Tampa, FL Surfside, SC Jacksonville, FL
Ziya Tuncer Danny Delich Sean Dall
Sponsor: FIADA Sponsor: Julia Rooney Sponsor: FIADA
BAUTISTA AUTO SALES & REPAIR INC. PRIME LEASING & SALES LLC VINTAGE MOTORS OF SARASOTA
Winter Haven, FL Winter Garden, FL Sarasota, FL
Loretta Bailey Sixto Vargas Blake Godbey
Sponsor: Julia Rooney Sponsor: Terry Myers Sponsor: FIADA
CARQUEST MOTORS SIROUS AUTO REJ O I N I N G MEMB E R S
Sanford, FL Jacksonville, FL CKC LUXURY AUTO
Zaheer MDatoo Sirous Gabrani Ft. Myers, FL
Sponsor: Lisette Mariner Sponsor: FIADA Charles Cunningham
Sponsor: Terry Myers
ELECTRONIC MERCHANT SYSTEMS T AUTO SALES LLC RALPH'S PLACE
Cleveland, OH Coconut Creek, FL Port St Lucie, FL
Jennifer Heideloff Ethellot Elusma Ralph Fogg
Sponsor: Luis Giraldo Sponsor: Terry Myers Sponsor: FIADA
R E N EWING ME MBERS
30+ Year Members CARS Protection Plus Murrysville, PA
Florida Auto Exchange Co. Dunedin, FL Charles A Krblich, PA, CPAs Fort Lauderdale, FL
20+ Year Members Direct Deal Autos LLC Fort Lauderdale, FL
Car Credits Tampa, FL Drive Nation USA Bradenton, FL
Fleet Lease Disposal Delray Beach, FL FERCO MOTORS CORP Miami, FL
GWC Warranty Corporation Wilkes Barre, PA Gas Buggies Lehigh Acres, FL
J-Linn Motors Clearwater, FL Haims Motors Inc Hollywood, FL
Maher Chevrolet Saint Petersburg, FL Michael's Auto Sales of West Melbourne Inc. Palm Bay, FL
Taylor Morgan, Inc. dba Network Auto Sales Jacksonville, FL Mugrado Automotive Group Jacksonville, FL
Vans Cars & Trucks Brooksville, FL NewGen Motors Lakeland, FL
Next Generation Motors Gainesville, FL
10+ Year Members Premier Motor Cars Bonita Springs, FL
Auto Dealers Wholesale Tallahassee, FL Premier Truck Center LLC Palmetto, FL
GoldStar by Spireon Inc. Irvine, CA Safe Financial Group LLC Doral, FL
Rock Bottom Auto Sales, Inc. Hudson, FL Speedway Auto Sales Lake Wales, FL
Southern Country Auto Sales Gainesville, FL Sport Classic Motorcars, LLC Ormond Beach, FL
Under 10 Year Members Steve's Auto Sales, LLC Sarasota, FL
Advantage Automotive Analytics Irvine, CA Streetside Classic Cars Lutz, FL
B&A Auto Sales of Central Florida Winter Garden, FL Tampa Hybrids Inc. Lutz, FL
BNM Enterprises, LLC St. Augustine, FL The Guaranteed Best Choice Inc Hollywood, FL
CarBucks Greenville, SC Unique Cars Of Palm Beach Boca Raton, FL
Carpay Edmond, OK
10 | INDEPENDENT DEALER | JUNE 2021PAID ADVERTISING
JUNE 2021 | INDEPENDENT DEALER | 11Selecting the Right How to choose the right
DMS
system that will work best for
your dealership.
BY BOB HIGGINS
W
hen choosing a Dealer Management Software System, the choices are not
always equal when the smoke and mirrors are gone. To be able to make
the right choice for your dealership's needs, you have to be able to evaluate
exactly what the DMS does and can do, how much it will cost and whether
the investment of your time and money will be worth it.
Often referred to as a DMS, Dealer Management Software, is a program that
can be accessed from a computer, tablet or mobile device. It is used by a dealership to track vehicles
they purchase and inventory reconditioning expenses. It allows for selling to either wholesale or retail
customers as well as submitting credit applications to lenders for funding. For the Buy Here-Pay
Here Dealer, it will be used to receive payments as well as making the collection process easier with
automation, and some may also include a built in related
finance company. In a nutshell, a DMS should be the
dealership hub that communicates with almost every other
vendor or portal the dealership uses. If it's not making your
life as a dealer easier, then you probably haven't selected the
right one.
Decisions for purchasing a DMS are sometimes based
on previous experience or referrals, but dealers should
be careful as out-of-date or misleading information may
lead to an inappropriate choice. Often, a DMS provider
will require a contract to be signed, which can obligate
a dealer to a minimum number of months. This is good
information to be aware of before signing the agreement for
service. Long-term contracts can be difficult to escape, and
in some cases, the unsuspecting dealer ends up paying for
two DMS services while only using one. Other dealers may
look at pricing, integrated partners, available forms or base
12 | INDEPENDENT DEALER | JUNE 2021the decision on the type of when setting the budget for A Dealership Management System
vehicles they will be selling. the DMS. Some examples
For example; cash sales, include, but are not limited (DMS) is a bundled management
wholesale, Buy Here-Pay to, networking (the cost information system created
Here, bank financing or a of setting up computers specifically for automotive industry
combination of all. It seems to communicate when
that while every dealership the program is installed
car dealerships. These systems often
is a little different, the locally), online storage contain software that cater to the
one thing they all have in fees for backing up and needs of the finance, sales,
common is the need for a archiving data, and finally, parts, inventory
DMS. calculating the cost on the
total number of computers
and administration
Things to consider when and printers that are components of
choosing a DMS: needed. running the
Costs: To avoid surprises, dealership.
it's important to understand Budgeting is also
what the upfront costs as recommended for the — Wikipedia
well as the total monthly network wiring that will
costs are going to be for a allow for each computer
DMS. The one that appears to communicate with are usually available for mobile world, accessing a
to be the least expensive can the internet and printers items such as book values, DMS from the auction, the
sometimes turn out to cost to ensure trouble free vehicle history reports, house, or the office could be
a dealership much more access. Wireless access credit bureaus and title one of the most important
than they anticipated. points which will allow processing. decisions to consider.
computers, phones and
So what should the tablets to communicate Online or Desktop: This Desktop DMS programs
conscientious dealer look with the internet are also may be one of the more tend to be faster and
for? Additional setup fees, a great addition; however, important things to think dealerships are able
monthly subscription fees, without spending large about. First, what's the to maintain control of
costs per deal, pay-per- amounts of money, wireless difference? With Desktop the data. However, one
click forms and even a access points do not usually Software, the dealership of the most common
monthly charge per open provide the stability needed data will always be stuck on disadvantages of a desktop
account. There may also for heavy users. an office computer. On the program is the vulnerability
be expenses for additional other hand, an Online DMS of this data. Protecting
training for employees or Finally, dealers should will provide data storage data means establishing a
owners. It is always good to also budget in the cost of that data can be securely consistent policy of running
remember that additional reliable internet, printer ink accessed by computers from and storing backups,
expenses not directly or toner, and paper. To get anywhere, which allows protecting computers
related to the DMS provider the best out of any DMS, for greater mobility of behind a firewall as well as
may need to be considered additional subscriptions the dealership. In today’s Continued on page 14
JUNE 2021 | INDEPENDENT DEALER | 13SELECTING THE RIGHT DMS continued from Page 13.
protecting the computers As internet speeds have by the dealers who elect to make the electronic titling
against theft in the office. drastically increased in use them. effort easier by populating
Dealers using a desktop the last few years, this data for temp tag printing
program must have a plan has become much less of Nothing seems and electronic
in place that will allow an issue, but it does still to be more titling. It will allow
recovery from hardware remain a challenge for aggravating transferring of
failure, theft, and even a some areas. It is worth to a dealer deal data to all the
data breach. remembering that even than popular finance
a desktop DMS will need changing portals. At the
With an Online DMS, the access to the internet for from one DMS end of the day
data is hosted securely many of its functions. to another. This it will know
online, and backups, as well Some examples include means choosing a how much
as live data replication are checking the Specially company carefully money has been
usually handled with no Designated Nationals and hopefully avoiding collected for the
need for additional online list, pulling credit bureau the need to switch DMS deposit slip and at month's
storage expenses. There reports, submitting credit providers at a later date. end it should provide a sales
are likely no networking applications to finance tax report that can be used
expenses as dealerships portals and lending The Benefits of Making the to help complete monthly
just need the computers institutions. So, good Right Selection: state sales and use tax
accessing the data to be internet access is always A well chosen DMS will be returns. Other important
connected to the internet. recommended whether the like a favorite employee. It features enjoyed by many
An online DMS also allows DMS is Online or Desktop will be available for work are the ability to handle
for dealerships to grant or questions any time, day electronic signatures and
access to their CPA’s, which Over the last few years or night. It will keep forms auto posting of customer
can allow the CPA to run and indeed even recently up to date and never run payments received online.
the reports they need more many DMS companies out of them. It will help As the car business changes,
efficiently and often at a have been acquired by large make sure of consistent make sure the DMS
reduced expense. corporations or private paperwork in deal jackets provider you choose can
equity firms. Some DMS and track money owed to provide the tools you need
However, there are a few companies are still privately the dealership. It should to keep up.
disadvantages to Online owned and may operate in automatically run backups
DMS programs. The speed smaller geographic regions and updates. It should Bob Higgins is the Business
Relations Director with Wayne
of the data access is limited where a more customized communicate with the
Reaves Auto Dealer Solutions;
to the speed of the internet. experience can be enjoyed dealerships website and www.waynereaves.com.
We don't send SPAM!
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14 | INDEPENDENT DEALER | JUNE 2021 M AY 2 0 2 1 | I N D E P E N D E N T D E A L E R | 1 4READER
SURVEY
With all the Wayne Reaves Auto Dealer Solutions
options
Frazer
available to
dealers for DMS InterActive DMS
software, we were
curious to find out Adam Systems
what our members
Cybernetics
use. Check out this
list of your write-in ADD123
responses.
Auto Master Systems
FIADA DMS Savings:
Blackpurl
It Pays to be a Member!
ComSoft
If you are shopping around for
a DMS, don’t forget, there are a DealerCenter
few member-only savings that
you can take advantage of: NetSuite
ABCOA/ Deal Pack Software: free None
training, free updates, free
support and 20% off one time Advice from a FIADA Dealer:
set up fee for FIADA members.
Jim Winterick is a past FIADA President and a
Auto Data Direct: Auto Data veteran used car dealer in Miami. When it comes to
Direct offers free activation for choosing a Dealer Management System he says:
FIADA dealers who sign up for
their ELT services and deposit “Find something that is easy to use and anyone can learn. I call
$50 in a pre-paid account. mine a PHD, push here dummy. These systems can be expensive,
so make sure you choose one that fits in your budget. The one I
DealerCenter: Free DealerCenter
use isn’t fully automated; we still have to post payments
30-day trial.
manually, but we like how uncomplicated everything else is.
Dealerplatform.com: FIADA Remember, you don’t always have to order a filet when all you
members get first 30 days free. need is a cheeseburger.”
Follow Us:
Do you have an idea for a survey question? Send it to us at info@fiada.com
JUNE 2021 | INDEPENDENT DEALER | 15Blue Heron Bridge Worth Avenue Shopping District Rapids Water Park Lion Country Safari
Join us at the 2021 FIADA registration options:
Annual Convention and go to fiada.com for pass descriptions
Trade Show at the Hilton
Dealer Full access pass:
West Palm Beach in august.
$199 (THROUGH JULY 25)
It's your chance to join Florida's top independent
dealers for industry education, networking and ASSOCIATE Full access pass:
fun. $299 (THROUGH JULY 25)
The Sunday-Tuesday schedule means less ONE DAY pass:
time out of the office and more time to focus $150 (THROUGH JULY 25)
on bettering your business with 10 hours of
SPOUSE FULL access pass:
educational sessions designed for all types of
$100 (THROUGH JULY 25)
dealers.
CHILD pass:
From retail to BHPH, we have a track that fits your
free (12 AND UNDER) | $100 (AGES 13+)
needs. Check it out at FIADA.com/Convention
16 | INDEPENDENT DEALER | JUNE 2021South Florida Science Center and Aquarium Ann Norton Sculpture Gardens Sailfish Marina Resort Mural by Eduardo Kpbra | Canvas Outdoor Museum
August 1-3, 2021
west palm beach
turn your work trip into a
family getaway
West Palm Beach is full of family-friendly activities
such as Lion Country Safari, the Fisher Family
Science Center, the Palm Beach Zoo and Rapids
Water Park. Enjoy shopping on Worth Avenue or
at the Palm Beach Outlets. Check out all the things
you can do at FIADA.com/ConventionFun.
We're excited to announce Hilton West Palm Beach
600 Okeechobee Blvd, West Palm Beach, FL
DA the first-ever FIADA Kid's Club!
FIA While you enjoy the Exhibit Hall Make reservations before June 30 to receive
Grand Opening on Monday FIADA's Group Rate of $139/night (plus tax). Head
L U B night, drop the kids off for over to FIADA.com/ConventionRegistration to book
C supervised food and fun. (Open
to ages 2 and up).
or, call the hotel directly at 1-855-757-4985 and
use Group Code: ZFIADA. This is a valet-only hotel.
Image Credits (L to R): Scott Eddy, Discover The Palm Beaches, Adrian Wilcox Photography
JUN E 2021 | INDEPENDENT DEALER | 17featured speakers
JOE LESCOTA
Keynote Speaker - Monday at 9:00 am
Joe Lescota is a highly recognized executive level, automotive retail educator and
presenter. His area of expertise and focus is on; dealership financial statement analysis,
inventory management and controls with emphasis on teaching dealers how to control
expenses leading to greater net profit and sustainability.
ROB SICKLES
General Session - Monday at 3:00 pm
Rob Sickles is the FIADA General Counsel and a litigator who defends clients in individual
and class action consumer financial and regulatory matters, with a special emphasis
on the automotive industry. He will be providing a legislative and regulatory update on
Monday.
TIM DEESE
Keynote Speaker - Tuesday at 2:15 pm
Tim Deese is a veteran of the auto industry and head of Progressive Basics, a training
and consulting firm specializing in used cars. Join him for "A Good Old-Fashioned Sales
Team Meeting" on Tuesday at 2:15pm.
PALMER BRAND
General Session - Tuesday at 3:20 pm
Palmer Brand currently serves as Program Manager for the Bureau of Dealer Services
and has been employed with the Florida Department of Highway Safety and Motor
Vehicles for the past 32 years. Join him on Tuesday for a Department update and Q&A
session.
meet the legislators
One of the top sessions at the Annual Convention is always
the "Meet the Legislators." Planned for Tuesday morning at
9:00, FIADA is honored to present Senator Ed Hooper and
Representative Stan McClain. Get to know these legislators,
hear their take on the 2021 Session, get a preview of
what's next for the Legislature and more. If you've always
wanted to be part of the Legislative process and help FIADA
advocate for Florida's Independent Dealers this is your
chance! United we Stand.
Sen. Ed Hooper Rep. Stan McClain
breakout sessions
The schedule is full of concurrent breakout sessions on Monday and Tuesday covering topics like:
Compliance • Sales Training • Inventory Management • Portfolio Management • Best Practices
Marketing Benchmarks • Understanding Financials • and MORE!
18 | INDEPENDENT DEALER | JUNE 2021tentative schedule exhibit hall
The three-day schedule has been carefully Get the latest on products, services, trends, tools
created to offer a wide variety of educational and more in the exhibit hall. Current exhibitors
sessions and industry speakers: (as of 6/2/21) include:
ACV Nationwide Southeast
Sunday, August 1, 2021 Orange Auto Tag
Advance Professional
3:00 - 7:00 pm Registration Open Agency
Advantage Automotive
PassTimeGPS
6:00 - 7:00 pm Welcome Reception Analytics
Peak Performance
Agora Data
Monday, August 2, 2021 Team
American Credit
7:30 am - 4:00 pm Registration Open Preferred Dealer
Acceptance/Spartan
Solutions
8:00 - 9:00 am Breakfast Financial
ProGuard Warranty Inc
9:00 - 10:15 am Opening Keynote with Joe Auto Data Direct
Lescota Purvis Gray and
Buckeye
Company LLP
10:15 - 10:45 am Member Meeting Carpay
REPAY
11:00 am - 12:00 pm Breakout Sessions DDI Technology
SecureClose
12:15 pm - 1:30 pm Lunch Frazer Computing
Spartan Financial
1:45 - 2:45 pm Breakout Sessions Georgia Carolina Auto
Sterling Credit
Auction
3:00 - 4:00 pm General Session: Legal Corporation
Update with Rob Sickles Golden Eagle
(Mandatory for CE)
Tax Refund Services
Management Services
LLC (GEMS) U.S. Auto Credit
4:15 - 5:15 pm Breakout Sessions
Corporation
Goldstar GPS guided by
5:30 - 9:00 pm Exhibit Hall Grand Opening
Spireon Wayne Reaves
Software
GWC Warranty
Tuesday, August 3, 2021
Kinetic Advantage
7:30 am - 4:00 pm Registration Open
8:00 - 9:00 am Breakfast with Exhibitors
9:00 - 10:15 am Meet the Legislators with
Sen. Ed Hooper and Rep.
Stan McClain sign-up for one-on-one
(Mandatory for CE) meetings at the expo
10:30 - 11:30 am Breakout Sessions
New this year FIADA is making it easy to request
11:45 am - 2:00 pm Lunch with Exhibitors one-on-one focused time with the exhibitors you
2:15 - 3:15 pm Closing Keynote with Tim want to network with. On your registration form,
Deese or online at FIADA.com/ConventionSponsors just
3:20 - 4:20 pm General Session: DHSMV choose which industry category or vendor you are
Update with Palmer Brand interested in meeting with. We'll match you with
(Mandatory for CE)
a time and place to meet making your time at the
4:30 - 5:30 pm Breakout Sessions expo as efficient and beneficial as possible.
JUNE 2021 | INDEPENDENT DEALER | 192021 convention sponsors
Thank you to our 2021 Convention Sponsors!
Marquis
Silver
Bronze
Additional Sponsors
Lanyard Sponsor Welcome Reception Badge Sponsor Tote Bag Sponsor Lunch Sponsor
Sponsor
Interested in becoming a 2021 Convention Sponsor or Exhibitor? Hurry before it's too late.
Go to FIADA.com/ConventionSponsors for details.
get more details and register at
www.f iada.com/convention
20 | INDEPENDENT DEALER | JUNE 20212021 FIADA ANNUAL CONVENTION REGISTRATION FORM
AUGUST 1-3, 2021 | HILTON WEST PALM BEACH
COMPANY INFORMATION
Company:____________________________________________________________________________________________________________
Address:_________________________________________________________ City, State, Zip:________________________________________
Phone:___________________________________________________________ Mobile:______________________________________________
E-mail:__________________________________________________________ Website:_____________________________________________
REGISTRATION INFORMATION VENDOR NETWORKING
REGULAR ON-SITE
DEALER FULL ACCESS PASS (Includes all events and meals) (Until 7/25) (7/26 - 8/1) MEETING OPPORTUNITIES
Badge Name:_______________________________________________________ [ ] $199 [ ] $349 Which of the following
would you be interested in
ASSOCIATE FULL ACCESS PASS (Includes all events and meals) learning more about?
Badge Name:_______________________________________________________ [ ] $299 [ ] $399 (Check all that apply)
ADDITIONAL FULL ACCESS PASS (Available with purchase of Full Access Pass) Auctions
Badge Name:_______________________________________________________ [ ] $199 [ ] $199 Insurance Products/
Badge Name:_______________________________________________________ [ ] $199 [ ] $199 Warranties/F&I
SPOUSE FULL ACCESS PASS (Available with purchase of Full Access Pass) Financing
Badge Name:_______________________________________________________ [ ] $100 [ ] $100 GPS Services
CHILD PASS (13 and under) Other (please specify):
Badge Name:_______________________________________________________ [ ] FREE [ ] FREE
________________
ONE-DAY PASS* (Please choose which day)
*You must attend both days of the convention in order to obtain continuing education credit.
________________
[ ] Monday [ ] Tuesday [ ] $150 [ ] $200 ________________
FULL ACCESS PASSES includes all meal functions, seminars and exhibit hall access and is eligible for ________________
continuing education credit. Additional Full Access passes and Spouse pass are only available with a
Full Access registration. Valid FIADA membership required for FIADA member registration rates. CHILD TOTAL: $
REGISTRATIONS AVAILABLE Contact FIADA at (800) 237-0448 for details and to register.
PAYMENT INFORMATION
[ ] I have enclosed a check made payable to FIADA [ ] I will be using a credit card
Name (as it appears on card):_______________________________________ Company:______________________________________________
Credit Card Billing Address:_______________________________________________________________________________________________
Credit Card Number:_________________________________________________________________ Exp Date:__________________________
Authorized Signature:_________________________________________________________________ CC Security Code:____________________
CANCELLATION POLICY: If cancellations are received in writing before 5pm on Monday, June 21, 2021, we will refund your registration fee. If cancellation is received between 6/21/2021 and 7/19/2021, we will
refund your registration fee less a $25 processing fee. Fees cannot be refunded for registrations canceled after 7/19/2021or for no-shows. PHOTO/VIDEO/TEXT RELEASE: By registering for the 2021 FIADA
Annual Convention, I hereby grant permission to use any and all photographic imagery and video footage taken of me at this event and activities pertaining to this event, without payment or any other consideration. I
understand that such materials may be published electronically or in print, or used in presentations or exhibitions. By providing your mobile number, you agree to receive convention-related texts from FIADA.
HOTEL INFORMATION
Hilton West Palm Beach, 600 Okeechobee Blvd, West Palm Beach, FL 33401. Hotel stay is separate from convention registration.
Reservations must be made by JUNE 30, 2021 to qualify for group discount of $139 per night (plus tax) For reservations call 561-231-6000 Option 1.
Return this completed form: Mail: FIADA, 1840 Fiddler Court, Tallahassee, FL 32308 Fax: (850) 385-3251
Register: Online: www.FIADA.com J UCall/Text:
NE 202 (800)
1 | 237-0448
INDEPENDENT DEALER | 21Florida Independent Automobile Dealers Association
Serving Dealers Since 1940.
MEMBERSHIP APPLICATION
FIADA’s Vision is to be the leading resource for Florida’s independent automobile industry. OUR Mission is to
protect, promote and preserve independent automobile dealers, vendors and consumers through education, ethical
practice, professional networking and advocacy of fair legislation/regulation.
FIADA PROVIDES DEALERS WITH:
REPRESENTATION: EDUCATION: DEDICATION: AFFILIATION:
A lobbyist and legislative Free Continuing Education A network of 600+ dealers Access to over 100
committee that fights for and free phone calls to who are united by the vendors who specialize in
the interest of dealers. legal counsel. same issues as you. auto industry needs.
MEMBER DISCOUNTS:
Take advantage of member-only discounts at over 12 auctions in Florida & Georgia as well as
savings from companies like ADD, ASC, Carfax and more. The number of benefits you receive
as a member pays for the price of your membership. For $325 you can’t afford not to be a
member. It costs less than $1.00 per day to get connected inside the industry.
DUES: $325 Annually Sponsor:_________________________________________
Company Name:______________________________________________________________ q New Mbr q Associate Mbr
Address:__________________________________________ City:_______________________ State:_______ Zip:__________
Phone:_________________________________Fax:________________________________ Email:________________________
By signing I agree to the FIADA
Principal Contact:_____________________________________ Signature:___________________________________________
code of ethics and FCC Consent.
Payment Method: q Check (made payable to FIADA) q Visa q Mastercard q American Express q Discover
Card Number:______________________________________________ Expiration Date:____________________ CVV:__________
Name on Card:____________________________________________________________________________________________
I authorize FIADA to charge my credit card listed above.
Dealer Type: q Retail q BHPH q Wholesale Years in business?_____________ License# ______________________
SUPPORT THE FIADA PAC
Your PAC Contribution helps spread the awareness and gain support of issues affecting independent dealers in the state's capitol.
q $500 q $250 q $100 q $50 q $25 q _________
FCC Communications Consent: I understand that by providing my mailing address, email address, telephone number and fax number, I consent to receive valuable and timely
communications via mail, parcel, email, telephone, text and/or fax from or on behalf of the Florida Independent Automobile Dealers Association (FIADA). This consent shall remain
in effect until FIADA receives written revocation signed by an authorized representative.
800.237.0448 | Fax: 850-385-3251 | Email: info@fiada.com | www.FIADA.com | Florida Independent Automobile Dealers Association, 1840 Fiddler Court, Tallahassee, FL 32308HR Advisor
Monthly best tips, trends and HR practices for small business
Three Tips to Make Online Training 2. Give employees time to reflect and practice the
skills they’ve learned. In some professions, like
Successful Long Term music and athletics, you spend most of your work
Online trainings can be a useful tool for developing
talent, but they can also end up being a waste of time and time learning, building, and reinforcing skills
resources, even if the content and presentation are good. before the big performance, whether it’s a concert,
The difference between effective and ineffective training game, or race. Good performance necessitates
often comes down to whether employees are able to constant practice. But in most professions, practice
absorb and retain the information they receive. seems like a luxury you can’t afford because you’re
expected to be performing during your work time.
There are lot of obstacles to absorption and retention of This is one reason trainings fail to deliver results.
trainings. Busy employees may listen to a webinar while To master new skills, employees need time to focus
they work on other things, catching only tidbits here and on building those skills. That means some work
there. Or they may put a training video off until they’ve time needs to be set aside post-training for them to
finished a project and are too exhausted to give it due reflect on and practice what they’ve learned.
attention.
3. Align trainings with the present needs and future
To avoid these training pitfalls, consider these three tips: goals of both the company and the employee.
When assessing employee training goals, consider
1. Follow the AGES Model. The NeuroLeadership what additional knowledge and skills would enable
Institute argues that we learn quickly and retain them to do their jobs better now, but also set them
information best when we focus on one topic up for success in their future careers. Employees are
(attention), actively connect what we learn to what more likely to be excited by and personally invested
we already know (generation), experience positive in their training if they understand their personal
feelings while learning (emotion), and space our return on that investment. If they don’t recognize
intake of information (spacing). For example, its value, it won’t have any value to them.
cramming training on multiples topics into a tight
two-day workshop would be much less effective The HR Advisor is a monthly newsletter from MyPayrollSite.com.
than spreading that training out over a few weeks. Find out more information by calling (850) 322-6437 or visiting
online at www.mypayrollsite.com.
You can learn more about the AGES Model here.
FIADA TRAINING OPPORTUNITIES
FIADA has an ever-growing library of online training courses and webinars as well as
in-person courses and events specific for independent dealers. Most are available for
free to members (including their staff). Log on to www.FIADA.com/Training to view the
current course catalog and explore the many options available. While you are there,
check out the Resource Library and make sure you are up-to-date with regulatory and
compliance requirements.
JUNE 2021 | INDEPENDENT DEALER | 23EVOLUTION
OF THE
DMS
How to choose the right system
that will work best for your
dealership.
BY JESSE MARTIN
W
hat is the new inventory acquisition and
norm as we all management, marketing,
navigate to the customers, deals, reporting
post-pandemic world? and analytics, and mobile
One thing is for certain, phone accessibility.
car shoppers will continue
to shop online and prefer INVENTORY ACQUISITION AND
to spend little to no time MANAGEMENT
in the actual dealership to First things first, you have
finalize the sale. So how is to acquire inventory, or
your dealership equipped you don’t have anything to on all vehicles for due Your website should list
to meet this new norm of sell. DMS’s today have the diligence. And once you your inventory and be
doing deals virtually? capability to consolidate pull the trigger to acquire a searchable by year, make,
multi-auction access into a vehicle, your DMS should model, color and more.
As our industry evolves, single platform to browse, have the ability to manage From here you should
so should your dealer sort and select vehicles that the reconditioning process showcase your inventory
management system align with your business to start marketing your by uploading and editing
(DMS). Your DMS should model. Further evaluate inventory. photos, videos, and 360
do much more than just those vehicles with market view images. Your DMS
print your contracts and pricing tools such as JD MARKETING and website should
bill of sales. It should serve Power, KBB, Black Book, Marketing inventory automate exporting
as your command center, MMR or MAX Digital to involves multiple functions inventory to the various
connecting all of the decipher the good buys that your DMS should listing sites you use such
critical systems you need from the bad. Your DMS make easy for you. A as OfferUp, CarGurus,
to run your dealership. should provide vehicle website specifically Craigslist, Autotrader,
To simplify this concept, history reports with designed for car dealers etc. Make sure that all the
let’s break it down into AutoCheck and/or Carfax is absolutely necessary leads from these listing
functional categories: which run automatically for your online presence. sites funnel back into
24 | INDEPENDENT DEALER | JUNE 2021MAKING THE DEAL if your marketing spend is
Time to make a deal! You generating the return you
should not have to leave need.
your DMS to submit deals
to your lenders, receive MOBILITY
approvals, automatically Lastly, your DMS should
calculate taxes and fees, or offer you a mobile solution
print any form or contract that keeps you connected
you need to complete the on the go. Everything you
deal. Accessing Dealertrack need to access to effectively
and/or RouteOne should all manage your dealership
be done from within your should be accessible on
DMS. The days of toggling your smartphone. VIN
between multiple systems is scan, driver’s license scan,
over. And now, the ability to lead management, and
eContract deals as an added reviewing deals should be
service offered by industry key features in your DMS
leading DMS providers. mobile app. Technology
Franchises have been doing is removing so many
it for quite some time, but constraints from the way
there are now affordable we manage our day-to-day
options for independent business operations which
dealers to utilize this same make it faster and easier
capability to get deals done than ever before to drive
electronically quickly and your business.
easily.
It’s always a good practice
ANALYTICS to regularly evaluate
As an Owner or General your business operations,
Manager, it is critical to this includes your DMS.
have access to business data Technology is advancing,
so you can make intelligent the industry is evolving
financial decisions. Your and your DMS should be
your DMS for to track of a customer relationship DMS should be designed changing with the times to
and calculate return on management (CRM) tool to tell you what you need keep you in control. Is your
investment from your into the platform so you can to know, when you need DMS meeting your needs
marketing spend. This is easily communicate with to know it. The ability to and helping you be more
critical, so you spend your prospects, send electronic email automated reports efficient and sell more cars?
marketing dollars wisely to credit applications, on a regular cadence to If not, consider looking at
maximize your income. run credit, and qualify show you sales activity alternative solutions on sites
for financing options. daily, weekly, or monthly such as Capterra, G2 or
CUSTOMER MANAGEMENT Text, email, and chat is essential to see the Google. Read reviews, get
Managing your customers are all essential forms of overall health of your free trials and find the right
should also converge within communication to keep dealership. Aging reports, DMS to help you grow.
your DMS. After all, that is prospects engaged and turn customer demographics,
sales pipeline activity, or Jesse Martin is the Sr. Vice
where the deal will happen. car shoppers into car buyers! President of Sales and Marketing
But to earn the deal, you’ll The DMS should offer tax reports should all be
of DealerCenter, an all-in-one,
have to convert that internet compliance automation with standard reports you have cloud based dealer management
lead into a qualified car system-generated adverse access to. Again, reviewing solution that gives the independent
buyer. Your DMS should action notices to give you your marketing spend and dealer full control over their
showing sales in relation to sales, inventory & customer
combine the functionality peace of mind. management, financing , and more!
lead source quickly tells you
JUNE 2021 | INDEPENDENT DEALER | 25You can also read
