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The Ups and Downs of Moving Forward
 

The Ups and Downs of Moving Forward

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Bill Playford of DealerKnows Consulting presents strategies to help navigate the ups and downs of selecting education, tools, and vendors for automotive dealers.

Bill Playford of DealerKnows Consulting presents strategies to help navigate the ups and downs of selecting education, tools, and vendors for automotive dealers.

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    The Ups and Downs of Moving Forward The Ups and Downs of Moving Forward Presentation Transcript

    • The Upsand Downs ofMoving ForwardDealerKnows: PresentationBill PlayfordDealerKnows Consulting#UpDownForward
    • Making the RightInvestments inVendors, Tools andEducation toMake Your ProcessesBetterDealerKnows: Presentation
    • Making the RightInvestments inEducation, Toolsand Vendors toMake Your ProcessesBetterDealerKnows: Presentation
    • Who is Bill Playford?DealerKnows: Important People
    • Do your due diligence.Companies/Conferences•Founders•Managers•Recent hires•Recentdepartures•Venture backingDirty laundryDealerKnows: Housekeeping
    • Do your due diligence.Individuals•Retail experience•Work history•Geo-familiarity•Work ethic•ContactabilityDirty laundryDealerKnows: Housekeeping
    • I hatetalking aboutmyself, but...DealerKnows: Housekeeping
    • MBA Entrepreneurship/eCommerce+17 Years of Demographic AnalysisVenture Capital/FinanceDuring the .com BonanzaSold Cars Online19 States and 4 Major MetrosDeveloped TechnologyCRM, SmartLeads, and TaskTeacherWorked with Fortune 500 andGlobal 500 CompaniesAutoNation, Asbury, HyundaiDealerKnows: HousekeepingExample:Also...Has
    •   Patent
    •   PendingandOrganized
    •   a
    •   TEDxMBA Entrepreneurship/eCommerce+17 Years of Demographic AnalysisVenture Capital/FinanceDuring the .com BonanzaSold Cars Online19 States and 4 Major MetrosDeveloped TechnologyCRM, SmartLeads, and TaskTeacherWorked with Fortune 500 andGlobal 500 CompaniesAutoNation, Asbury, Hyundai
    • not a scumbagWhen in doubt...DealerKnows: Housekeeping
    • EDUCATION
    • Chairman of the Board of Trustees President of the UniversityDean Secretary of the UniversityStudy up.School of Hard KnocksThe Faculty and Trustees in recognition of thesuccessful completion of the course of studyrequired by theBlack and Blue College of Arts and Scienceshave conferred onWilliam Robert Playfordthe Degree ofMaster of Internet SalesGiven at Nowheresville in the State of Shockthis fourth day of May two thousand and threeLewis SkolnickJackmerius TacktheritrixAndrew D. ClayJohn
    •   KreeseDealerKnows: Education
    • Chairman of the Board of Trustees President of the UniversityDean Secretary of the UniversityOh wait...don’t bother.School of Hard KnocksThe Faculty and Trustees in recognition of thesuccessful completion of the course of studyrequired by theBlack and Blue College of Arts and Scienceshave conferred onWilliam Robert Playfordthe Degree ofMaster of Internet SalesGiven at Nowheresville in the State of Shockthis fourth day of May two thousand and threeLewis SkolnickJackmerius TacktheritrixAndrew D. ClayJohn
    •   KreeseDealerKnows: Education
    • •No certifications•No governing bodies•No standards•No prevention•No prerequisitesUnderstand this:DealerKnows: Education
    • Self Directed Study:•Learn from teammatesand management•Endlessly read andparticipate in variousforums•Reach out to peers whoare doing well forthemselvesIt’s all you.DealerKnows: Education
    • Individual resources:DealerKnows.comshameless plugDealerKnows: Education
    • Ups and Downs:Cost effectiveNo waitingAnyone can do itTime consumingQuestionable expertiseMixed resultsDealerKnows: Education
    • Conferences:•Large nationalconferences•Medium regionalconferences•Small vendor/consultantdriven conferencesHow can we learn?DealerKnows: Education
    • Gut feeling scale of conference value:Vendor EgoEducationOEMRegionalCelebritySpeakerDealersDealerKnows: EducationExpenseValueNetworkingExpositions
    • Broad exposureMeet lots of peopleNo interruptionsTime consumingContent gamblePotential for sunk costDealerKnows: EducationUps and Downs:
    • Consultants:•Video training series•On-site consulting•Long-term, retained,consultingHow can we learn?DealerKnows: Education
    • A room full of experts:Real ExpertDealerKnows: EducationDealerKnows: Education
    • A room full of experts:Real ExpertDealerKnows: Education
    • Pros and Cons:Continuous educationAugments managementFlexibilityDubious expertsCosts can be brutalNeeds total buy-inDealerKnows: Education
    • TOOLS
    • Who is Bill Playford?Which cuts better?vs.DealerKnows: Tools
    • Happy medium:Ancient TechnologyCutting-Edge TechnologyIntegrationEase of UseAffordabilityQuantifiable ResultsTrainabilityPortabilityScalabilityDealerKnows: Tools
    • Integration:DealerKnows: Tools•Seek out tools thatdon’t require moretools•Look for tools that playnice with other tools
    • Ease of use:DealerKnows: Tools•New tools need to befun for all ages•Poor user interfaceleads to poor ROI
    • Affordability:DealerKnows: Tools•YOU GET WHAT YOUPAY FOR•Form a budget, andstick to it•Address what youneed first•Get everything inwriting
    • Quantifiable results:DealerKnows: ToolsExecutive Summary: [ Change Reporting Locations ]Tasks: 01/01/2013 - 03/27/2013Sales Performance: 12/01/2012 - 03/27/2013Showroom Leads: 01/01/2013 - 03/27/2013Internet Leads: 01/01/2013 - 03/27/2013Phone Leads: 01/01/2013 - 03/27/2013Third Party Leads: 01/01/2013 - 03/27/2013Third Party Sources: 01/01/2013 - 03/27/2013Available Reports:Sales Summary: 01/01/2013 - 03/27/2013AVG. Gross Per Unit: 01/01/2013 - 03/27/2013Closed Leads - Current Status: 01/01/2013 - 03/27/2013Open Leads - Current Status: 01/01/2013 - 03/27/2013Location Today Week Overdue CompletedJim Curley Buick GMC 90 443 179 58Jim Curley Kia 9 46 31 10From Date: 01/01/2013 To Date: 03/27/2013Summary Overview (this page) Generate ReportType Today 01/01 - 03/27 YTDShowroom 0 307 307Internet 1 12 12Phone 0 9 9Third Party 0 14 14N/A 0 0 0Type Units Front End Back EndShowroom 307 $667.23 $654.04Internet 12 $24.10 $300.83Phone 9 $1,356.48 $492.79Third Party 14 N/A $418.61Note: Current status of closed leads created between 01/01/2013 -03/27/2013.Note: Current status of open leads created between 01/01/2013 -03/27/2013.Executive Summary: [ Change Reporting Locations ]Tasks: 01/01/2013 - 03/27/2013Sales Performance: 12/01/2012 - 03/27/2013Showroom Leads: 01/01/2013 - 03/27/2013Internet Leads: 01/01/2013 - 03/27/2013Phone Leads: 01/01/2013 - 03/27/2013Third Party Leads: 01/01/2013 - 03/27/2013Third Party Sources: 01/01/2013 - 03/27/2013Available Reports:Sales Summary: 01/01/2013 - 03/27/2013AVG. Gross Per Unit: 01/01/2013 - 03/27/2013Closed Leads - Current Status: 01/01/2013 - 03/27/2013Open Leads - Current Status: 01/01/2013 - 03/27/2013Location Today Week Overdue CompletedJim Curley Buick GMC 90 443 179 58Jim Curley Kia 9 46 31 10From Date: 01/01/2013 To Date: 03/27/2013Summary Overview (this page) Generate ReportType Today 01/01 - 03/27 YTDShowroom 0 307 307Internet 1 12 12Phone 0 9 9Third Party 0 14 14N/A 0 0 0Type Units Front End Back EndShowroom 307 $667.23 $654.04Internet 12 $24.10 $300.83Phone 9 $1,356.48 $492.79Third Party 14 N/A $418.61Note: Current status of closed leads created between 01/01/2013 -03/27/2013.Note: Current status of open leads created between 01/01/2013 -03/27/2013.Executive Summary:[ Change Reporting Locations ]Tasks:01/01/2013 - 03/27/2013Sales Performance:12/01/2012 - 03/27/2013Showroom Leads:01/01/2013 - 03/27/2013Internet Leads:01/01/2013 - 03/27/2013Phone Leads:01/01/2013 - 03/27/2013Third Party Leads:01/01/2013 - 03/27/2013Third Party Sources:01/01/2013 - 03/27/2013Available Reports:Sales Summary: 01/01/2013 - 03/27/2013AVG. Gross Per Unit: 01/01/2013 - 03/27/2013Closed Leads - Current Status: 01/01/2013 - 03/27/2013Open Leads - Current Status: 01/01/2013 - 03/27/2013LocationToday Week Overdue CompletedJim Curley Buick GMC90 443 179 58Jim Curley Kia9 46 31 10From Date: 01/01/2013 To Date: 03/27/2013Summary Overview (this page) Generate ReportTypeToday 01/01 - 03/27 YTDShowroom 0 307 307Internet 1 12 12Phone 0 9 9Third Party 0 14 14N/A 0 0 0TypeUnits Front End Back EndShowroom 307 $667.23 $654.04Internet 12 $24.10 $300.83Phone 9 $1,356.48 $492.79Third Party 14 N/A $418.61Note: Current status of closed leads created between 01/01/2013 -03/27/2013.Note: Current status of open leads created between 01/01/2013 -03/27/2013.Executive Summary:[ Change Reporting Locations ]Tasks:01/01/2013 - 03/27/2013Sales Performance:12/01/2012 - 03/27/2013Showroom Leads:01/01/2013 - 03/27/2013Internet Leads:01/01/2013 - 03/27/2013Phone Leads:01/01/2013 - 03/27/2013Third Party Leads:01/01/2013 - 03/27/2013Third Party Sources:01/01/2013 - 03/27/2013Available Reports:Sales Summary: 01/01/2013 - 03/27/2013AVG. Gross Per Unit: 01/01/2013 - 03/27/2013Closed Leads - Current Status: 01/01/2013 - 03/27/2013Open Leads - Current Status: 01/01/2013 - 03/27/2013LocationToday Week Overdue CompletedJim Curley Buick GMC 90 443 179 58Jim Curley Kia9 46 31 10From Date: 01/01/2013 To Date: 03/27/2013Summary Overview (this page) Generate ReportType Today 01/01 - 03/27 YTDShowroom 0 307 307Internet 1 12 12Phone 0 9 9Third Party 0 14 14N/A 0 0 0Type Units Front End Back EndShowroom 307 $667.23 $654.04Internet 12 $24.10 $300.83Phone 9 $1,356.48 $492.79Third Party 14 N/A $418.61Note: Current status of closed leads created between 01/01/2013 -03/27/2013.Note: Current status of open leads created between 01/01/2013 -03/27/2013.Executive Summary: [ Change Reporting Locations ]Tasks: 01/01/2013 - 03/27/2013Sales Performance: 12/01/2012 - 03/27/2013Showroom Leads: 01/01/2013 - 03/27/2013Internet Leads: 01/01/2013 - 03/27/2013Phone Leads: 01/01/2013 - 03/27/2013Third Party Leads: 01/01/2013 - 03/27/2013Third Party Sources: 01/01/2013 - 03/27/2013Available Reports:Sales Summary: 01/01/2013 - 03/27/2013AVG. Gross Per Unit: 01/01/2013 - 03/27/2013Closed Leads - Current Status: 01/01/2013 - 03/27/2013Open Leads - Current Status: 01/01/2013 - 03/27/2013Location Today Week Overdue CompletedJim Curley Buick GMC 90 443 179 58Jim Curley Kia 9 46 31 10From Date: 01/01/2013 To Date: 03/27/2013Summary Overview (this page) Generate ReportType Today 01/01 - 03/27 YTDShowroom 0 307 307Internet 1 12 12Phone 0 9 9Third Party 0 14 14N/A 0 0 0Type Units Front End Back EndShowroom 307 $667.23 $654.04Internet 12 $24.10 $300.83Phone 9 $1,356.48 $492.79Third Party 14 N/A $418.61Note: Current status of closed leads created between 01/01/2013 -03/27/2013.Note: Current status of open leads created between 01/01/2013 -03/27/2013.Executive Summary:[ Change Reporting Locations ]Tasks:01/01/2013 - 03/27/2013Sales Performance: 12/01/2012 - 03/27/2013Showroom Leads: 01/01/2013 - 03/27/2013Internet Leads:01/01/2013 - 03/27/2013Phone Leads:01/01/2013 - 03/27/2013Third Party Leads: 01/01/2013 - 03/27/2013Third Party Sources: 01/01/2013 - 03/27/2013Available Reports:Sales Summary: 01/01/2013 - 03/27/2013AVG. Gross Per Unit: 01/01/2013 - 03/27/2013Closed Leads - Current Status: 01/01/2013 - 03/27/2013Open Leads - Current Status: 01/01/2013 - 03/27/2013LocationToday Week Overdue CompletedJim Curley Buick GMC 90 443 179 58Jim Curley Kia9 46 31 10From Date: 01/01/2013 To Date: 03/27/2013Summary Overview (this page) Generate ReportType Today 01/01 - 03/27 YTDShowroom 0 307 307Internet 1 12 12Phone 0 9 9Third Party 0 14 14N/A 0 0 0Type Units Front End Back EndShowroom 307 $667.23 $654.04Internet 12 $24.10 $300.83Phone 9 $1,356.48 $492.79Third Party 14 N/A $418.61Note: Current status of closed leads created between 01/01/2013 -03/27/2013.Note: Current status of open leads created between 01/01/2013 -03/27/2013.•Readable reports•Easy to findinformation•Customizationavailable
    • Trainability:DealerKnows: Tools•Needs to be easy tolearn•Needs to be easy tolearn the second time•Provider should onlyhave to train once
    • Portability:DealerKnows: Tools•Hardware•Virtual Private Network•Windows Explorer•Works on anythingwith a browser
    • Scalability:DealerKnows: Tools•Tools should grow withthe store•Tools should grow withusers
    • Makes lives easierAugments personnelIncreases productivityDebatable ROINot fully bakedUpgrade addictionUps and Downs:DealerKnows: Tools
    • VENDORS
    • Who is Bill Playford?EverythingEverythingEverythingDealerKnows: Vendors
    • DealerKnows: VendorsDo some digging.•Search for articles•Search for ratings•Search for validity
    • DealerKnows: VendorsAsk around.•Ask your friends•Ask your othervendors•Ask on a forum
    • DealerKnows: VendorsDo some shopping.
    • Valuable partnershipProactive supportShare the wealthDodgy follow-throughHidden costs/feesAbysmal supportPros and Cons:DealerKnows: Vendors
    • MAKINGTHEDECISION
    • YOUDealerKnows: Decisions
    • DealerKnows: DecisionsTake some pics:These nextslides arebrought toyou image-free for yourpicture takingpleasure
    • •How many dealers do you have nationwide?•What local dealers use your solution?•Do you feel another local dealer using you wouldadversely affect the success (or effectiveness)of your solution(s)?•Will you show a screenshot of your product?(Do not accept a PowerPoint or walk-through)•Can I go see it live at another dealer?DealerKnows: DecisionsSelection:
    • •What is the pricing?[monthly fee x length of service) +(set-up fees + training + support) =•TRUE COST]•Will you promise in writing a “Guaranteed lowprice for market?” If another dealer signs withyou at a lower price, will you adjust your monthlycost to match?•What is the pricing? Look at hard cost (monthlyfee x length of service + set-up fees + trainingand support = $XXX product)DealerKnows: DecisionsPricing:
    • •What are the terms?•Never agree to an auto-renew!•Can I see a copy of the contract ahead of timeand review it with our legal team (even if youdon’t have a legal team)?DealerKnows: DecisionsContracts:
    • •What are the set-up fees and support hours?•How easy is it to change in the back-end?(Imperative for websites and online inventorymanagement tools).•What type of initial and on-going training do youoffer to ensure the success of your solution inmy store?•How do I access reports assess performance?DealerKnows: DecisionsOn-going:
    • •Tell me 3 things you wish your solution offered•Which of your competitors’ solutions would youmost like to sell? Why?•Who’s considered the best in the industry?•Who’s second best?•Tell me 3 things you like about your maincompetitor•Why are you most commonly dropped as asolution?DealerKnows: DecisionsOur favorites:
    • DealerKnows: DecisionsNobody is perfect.Craig SimpsonOiler LegendBest Shooting Percentageof All TimeI onlyscored23.66%of thetime.DealerKnows: Decisions
    • DealerKnows: ThanksBill PlayfordVice President and PartnerDealerKnows Consultingbill@dealerknows.com312-857-5082Twitter/wplayfordLinkedIn/wplayford