Phil Sura, writing in an article for Digital Dealer Magazine, advised dealers to get their best vendors involved with their management team. Based on how Autobase CRM and our dealer consultants conduct business, we would advise that dealers make sure they involve their management team with their best vendors.
Our account managers and regional Personal Service Team (PST) Team Managers are intimately involved with their dealership contacts, meeting with them on a regular basis. Often, our executive team members also visit dealerships to participate in these regularly scheduled meetings. There is an agenda and all present can benefit from the discussions of topics (everything to using the Auto Dealer CRM to marketing to data mining).
The advice that is offered from Account Analysts who have reviewed the performance of the dealership provides strong recommendations toward success with Automotive CRM, yielding stronger results in productivity and profitability. Information is exchanged, training needs are evaluated, and a support plan is developed -- with results to be reviewed at the next meeting which will normally be scheduled at the conclusion of the current visit.
Because dealers commit cash and resources when investing in automotive software, they should encourage their management (who use the system and in fact make it successful -- or not) to participate in such a meeting that will only make them better users (and more money!). So, let's reverse Mr. Sura’s statement and advise dealers to make sure their managers interact with their vendors. "Life is beautiful" when all parties are fully engaged together!
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