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The Ups and Downs of Moving Forward
- 1. The Ups and Downs of Moving Forward DealerKnows: Presentation Bill Playford DealerKnows Consulting #UpDownForward
- 2. Making the Right Investments in Vendors, Tools and Education to Make Your Processes Better DealerKnows: Presentation
- 3. Making the Right Investments in Education, Tools and Vendors to Make Your Processes Better DealerKnows: Presentation
- 4. Who is Bill Playford? DealerKnows: Important People
- 5. Do your due diligence. Companies/ Conferences •Founders •Managers •Recent hires •Recent departures •Venture backing Dirty laundry DealerKnows: Housekeeping
- 6. Do your due diligence. Individuals •Retail experience •Work history •Geo-familiarity •Work ethic •Contactability Dirty laundry DealerKnows: Housekeeping
- 7. I hate talking about myself, but... DealerKnows: Housekeeping
- 8. MBA Entrepreneurship/eCommerce +17 Years of Demographic Analysis Venture Capital/Finance During the .com Bonanza Sold Cars Online 19 States and 4 Major Metros Developed Technology CRM, SmartLeads, and TaskTeacher Worked with Fortune 500 and Global 500 Companies AutoNation, Asbury, Hyundai DealerKnows: Housekeeping Example: Also... Has
- 9. Patent
- 11. a
- 12. TEDx MBA Entrepreneurship/eCommerce +17 Years of Demographic Analysis Venture Capital/Finance During the .com Bonanza Sold Cars Online 19 States and 4 Major Metros Developed Technology CRM, SmartLeads, and TaskTeacher Worked with Fortune 500 and Global 500 Companies AutoNation, Asbury, Hyundai
- 13. not a scumbag When in doubt... DealerKnows: Housekeeping
- 14. EDUCATION
- 15. Chairman of the Board of Trustees President of the University Dean Secretary of the University Study up. School of Hard Knocks The Faculty and Trustees in recognition of the successful completion of the course of study required by the Black and Blue College of Arts and Sciences have conferred on William Robert Playford the Degree of Master of Internet Sales Given at Nowheresville in the State of Shock this fourth day of May two thousand and three Lewis Skolnick Jackmerius Tacktheritrix Andrew D. Clay John
- 17. Chairman of the Board of Trustees President of the University Dean Secretary of the University Oh wait...don’t bother. School of Hard Knocks The Faculty and Trustees in recognition of the successful completion of the course of study required by the Black and Blue College of Arts and Sciences have conferred on William Robert Playford the Degree of Master of Internet Sales Given at Nowheresville in the State of Shock this fourth day of May two thousand and three Lewis Skolnick Jackmerius Tacktheritrix Andrew D. Clay John
- 19. •No certifications •No governing bodies •No standards •No prevention •No prerequisites Understand this: DealerKnows: Education
- 20. Self Directed Study: •Learn from teammates and management •Endlessly read and participate in various forums •Reach out to peers who are doing well for themselves It’s all you. DealerKnows: Education
- 22. Ups and Downs: Cost effective No waiting Anyone can do it Time consuming Questionable expertise Mixed results DealerKnows: Education
- 23. Conferences: •Large national conferences •Medium regional conferences •Small vendor/consultant driven conferences How can we learn? DealerKnows: Education
- 24. Gut feeling scale of conference value: Vendor Ego Education OEM Regional Celebrity Speaker Dealers DealerKnows: Education Expense Value Networking Expositions
- 25. Broad exposure Meet lots of people No interruptions Time consuming Content gamble Potential for sunk cost DealerKnows: Education Ups and Downs:
- 26. Consultants: •Video training series •On-site consulting •Long-term, retained, consulting How can we learn? DealerKnows: Education
- 27. A room full of experts: Real Expert DealerKnows: EducationDealerKnows: Education
- 28. A room full of experts: Real Expert DealerKnows: Education
- 29. Pros and Cons: Continuous education Augments management Flexibility Dubious experts Costs can be brutal Needs total buy-in DealerKnows: Education
- 30. TOOLS
- 31. Who is Bill Playford?Which cuts better? vs. DealerKnows: Tools
- 32. Happy medium:Ancient Technology Cutting-Edge Technology Integration Ease of Use Affordability Quantifiable Results Trainability Portability Scalability DealerKnows: Tools
- 33. Integration: DealerKnows: Tools •Seek out tools that don’t require more tools •Look for tools that play nice with other tools
- 34. Ease of use: DealerKnows: Tools •New tools need to be fun for all ages •Poor user interface leads to poor ROI
- 35. Affordability: DealerKnows: Tools •YOU GET WHAT YOU PAY FOR •Form a budget, and stick to it •Address what you need first •Get everything in writing
- 36. Quantifiable results: DealerKnows: Tools Executive Summary: [ Change Reporting Locations ] Tasks: 01/01/2013 - 03/27/2013 Sales Performance: 12/01/2012 - 03/27/2013 Showroom Leads: 01/01/2013 - 03/27/2013 Internet Leads: 01/01/2013 - 03/27/2013 Phone Leads: 01/01/2013 - 03/27/2013 Third Party Leads: 01/01/2013 - 03/27/2013 Third Party Sources: 01/01/2013 - 03/27/2013 Available Reports: Sales Summary: 01/01/2013 - 03/27/2013 AVG. Gross Per Unit: 01/01/2013 - 03/27/2013 Closed Leads - Current Status: 01/01/2013 - 03/27/2013 Open Leads - Current Status: 01/01/2013 - 03/27/2013 Location Today Week Overdue Completed Jim Curley Buick GMC 90 443 179 58 Jim Curley Kia 9 46 31 10 From Date: 01/01/2013 To Date: 03/27/2013 Summary Overview (this page) Generate Report Type Today 01/01 - 03/27 YTD Showroom 0 307 307 Internet 1 12 12 Phone 0 9 9 Third Party 0 14 14 N/A 0 0 0 Type Units Front End Back End Showroom 307 $667.23 $654.04 Internet 12 $24.10 $300.83 Phone 9 $1,356.48 $492.79 Third Party 14 N/A $418.61 Note: 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 - 03/27/2013 Sales Performance: 12/01/2012 - 03/27/2013 Showroom Leads: 01/01/2013 - 03/27/2013 Internet Leads: 01/01/2013 - 03/27/2013 Phone Leads: 01/01/2013 - 03/27/2013 Third Party Leads: 01/01/2013 - 03/27/2013 Third Party Sources: 01/01/2013 - 03/27/2013 Available Reports: Sales Summary: 01/01/2013 - 03/27/2013 AVG. Gross Per Unit: 01/01/2013 - 03/27/2013 Closed Leads - Current Status: 01/01/2013 - 03/27/2013 Open Leads - Current Status: 01/01/2013 - 03/27/2013 Location Today Week Overdue Completed Jim Curley Buick GMC 90 443 179 58 Jim Curley Kia 9 46 31 10 From Date: 01/01/2013 To Date: 03/27/2013 Summary Overview (this page) Generate Report Type Today 01/01 - 03/27 YTD Showroom 0 307 307 Internet 1 12 12 Phone 0 9 9 Third Party 0 14 14 N/A 0 0 0 Type Units Front End Back End Showroom 307 $667.23 $654.04 Internet 12 $24.10 $300.83 Phone 9 $1,356.48 $492.79 Third Party 14 N/A $418.61 Note: 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 - 03/27/2013 Sales Performance: 12/01/2012 - 03/27/2013 Showroom Leads: 01/01/2013 - 03/27/2013 Internet Leads: 01/01/2013 - 03/27/2013 Phone Leads: 01/01/2013 - 03/27/2013 Third Party Leads: 01/01/2013 - 03/27/2013 Third Party Sources: 01/01/2013 - 03/27/2013 Available Reports: Sales Summary: 01/01/2013 - 03/27/2013 AVG. Gross Per Unit: 01/01/2013 - 03/27/2013 Closed Leads - Current Status: 01/01/2013 - 03/27/2013 Open Leads - Current Status: 01/01/2013 - 03/27/2013 Location Today Week Overdue CompletedJim Curley Buick GMC 90 443 179 58Jim Curley Kia 9 46 31 10 From Date: 01/01/2013 To Date: 03/27/2013 Summary Overview (this page) Generate Report Type Today 01/01 - 03/27 YTD Showroom 0 307 307 Internet 1 12 12 Phone 0 9 9 Third Party 0 14 14 N/A 0 0 0 Type Units Front End Back End Showroom 307 $667.23 $654.04 Internet 12 $24.10 $300.83 Phone 9 $1,356.48 $492.79 Third Party 14 N/A $418.61 Note: 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 - 03/27/2013 Sales Performance: 12/01/2012 - 03/27/2013 Showroom Leads: 01/01/2013 - 03/27/2013 Internet Leads: 01/01/2013 - 03/27/2013 Phone Leads: 01/01/2013 - 03/27/2013 Third Party Leads: 01/01/2013 - 03/27/2013 Third Party Sources: 01/01/2013 - 03/27/2013 Available Reports: Sales Summary: 01/01/2013 - 03/27/2013 AVG. Gross Per Unit: 01/01/2013 - 03/27/2013 Closed Leads - Current Status: 01/01/2013 - 03/27/2013 Open Leads - Current Status: 01/01/2013 - 03/27/2013 Location Today Week Overdue Completed Jim Curley Buick GMC 90 443 179 58 Jim Curley Kia 9 46 31 10 From Date: 01/01/2013 To Date: 03/27/2013 Summary Overview (this page) Generate Report Type Today 01/01 - 03/27 YTD Showroom 0 307 307 Internet 1 12 12 Phone 0 9 9 Third Party 0 14 14 N/A 0 0 0 Type Units Front End Back End Showroom 307 $667.23 $654.04 Internet 12 $24.10 $300.83 Phone 9 $1,356.48 $492.79 Third Party 14 N/A $418.61 Note: 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 - 03/27/2013 Sales Performance: 12/01/2012 - 03/27/2013 Showroom Leads: 01/01/2013 - 03/27/2013 Internet Leads: 01/01/2013 - 03/27/2013 Phone Leads: 01/01/2013 - 03/27/2013 Third Party Leads: 01/01/2013 - 03/27/2013 Third Party Sources: 01/01/2013 - 03/27/2013 Available Reports: Sales Summary: 01/01/2013 - 03/27/2013 AVG. Gross Per Unit: 01/01/2013 - 03/27/2013 Closed Leads - Current Status: 01/01/2013 - 03/27/2013 Open Leads - Current Status: 01/01/2013 - 03/27/2013 Location Today Week Overdue Completed Jim Curley Buick GMC 90 443 179 58 Jim Curley Kia 9 46 31 10 From Date: 01/01/2013 To Date: 03/27/2013 Summary Overview (this page) Generate Report Type Today 01/01 - 03/27 YTD Showroom 0 307 307 Internet 1 12 12 Phone 0 9 9 Third Party 0 14 14 N/A 0 0 0 Type Units Front End Back End Showroom 307 $667.23 $654.04 Internet 12 $24.10 $300.83 Phone 9 $1,356.48 $492.79 Third Party 14 N/A $418.61 Note: 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 - 03/27/2013 Sales Performance: 12/01/2012 - 03/27/2013 Showroom Leads: 01/01/2013 - 03/27/2013 Internet Leads: 01/01/2013 - 03/27/2013 Phone Leads: 01/01/2013 - 03/27/2013 Third Party Leads: 01/01/2013 - 03/27/2013 Third Party Sources: 01/01/2013 - 03/27/2013 Available Reports: Sales Summary: 01/01/2013 - 03/27/2013 AVG. Gross Per Unit: 01/01/2013 - 03/27/2013 Closed Leads - Current Status: 01/01/2013 - 03/27/2013 Open Leads - Current Status: 01/01/2013 - 03/27/2013 Location Today Week Overdue Completed Jim Curley Buick GMC 90 443 179 58 Jim Curley Kia 9 46 31 10 From Date: 01/01/2013 To Date: 03/27/2013 Summary Overview (this page) Generate Report Type Today 01/01 - 03/27 YTD Showroom 0 307 307 Internet 1 12 12 Phone 0 9 9 Third Party 0 14 14 N/A 0 0 0 Type Units Front End Back End Showroom 307 $667.23 $654.04 Internet 12 $24.10 $300.83 Phone 9 $1,356.48 $492.79 Third Party 14 N/A $418.61 Note: 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 find information •Customization available
- 37. Trainability: DealerKnows: Tools •Needs to be easy to learn •Needs to be easy to learn the second time •Provider should only have to train once
- 38. Portability: DealerKnows: Tools •Hardware •Virtual Private Network •Windows Explorer •Works on anything with a browser
- 39. Scalability: DealerKnows: Tools •Tools should grow with the store •Tools should grow with users
- 40. Makes lives easier Augments personnel Increases productivity Debatable ROI Not fully baked Upgrade addiction Ups and Downs: DealerKnows: Tools
- 41. VENDORS
- 42. Who is Bill Playford? EverythingEverythingEverything DealerKnows: Vendors
- 43. DealerKnows: Vendors Do some digging. •Search for articles •Search for ratings •Search for validity
- 44. DealerKnows: Vendors Ask around. •Ask your friends •Ask your other vendors •Ask on a forum
- 45. DealerKnows: Vendors Do some shopping.
- 46. Valuable partnership Proactive support Share the wealth Dodgy follow-through Hidden costs/fees Abysmal support Pros and Cons: DealerKnows: Vendors
- 49. DealerKnows: Decisions Take some pics: These next slides are brought to you image- free for your picture taking pleasure
- 50. •How many dealers do you have nationwide? •What local dealers use your solution? •Do you feel another local dealer using you would adversely 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: Decisions Selection:
- 51. •What is the pricing? [monthly fee x length of service) + (set-up fees + training + support) = •TRUE COST] •Will you promise in writing a “Guaranteed low price for market?” If another dealer signs with you at a lower price, will you adjust your monthly cost to match? •What is the pricing? Look at hard cost (monthly fee x length of service + set-up fees + training and support = $XXX product) DealerKnows: Decisions Pricing:
- 52. •What are the terms? •Never agree to an auto-renew! •Can I see a copy of the contract ahead of time and review it with our legal team (even if you don’t have a legal team)? DealerKnows: Decisions Contracts:
- 53. •What are the set-up fees and support hours? •How easy is it to change in the back-end? (Imperative for websites and online inventory management tools). •What type of initial and on-going training do you offer to ensure the success of your solution in my store? •How do I access reports assess performance? DealerKnows: Decisions On-going:
- 54. •Tell me 3 things you wish your solution offered •Which of your competitors’ solutions would you most like to sell? Why? •Who’s considered the best in the industry? •Who’s second best? •Tell me 3 things you like about your main competitor •Why are you most commonly dropped as a solution? DealerKnows: Decisions Our favorites:
- 55. DealerKnows: Decisions Nobody is perfect. Craig Simpson Oiler Legend Best Shooting Percentage of All Time I only scored 23.66% of the time. DealerKnows: Decisions
- 56. DealerKnows: Thanks Bill Playford Vice President and Partner DealerKnows Consulting bill@dealerknows.com 312-857-5082 Twitter/wplayford LinkedIn/wplayford