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 laundryDe...
Do your due diligence.Individuals•Retail experience•Work history•Geo-familiarity•Work ethic•ContactabilityDirty laundryDea...
I hatetalking aboutmyself, but...DealerKnows: Housekeeping
MBA Entrepreneurship/eCommerce+17 Years of Demographic AnalysisVenture Capital/FinanceDuring the .com BonanzaSold Cars Onl...
 Patent
 PendingandOrganized
 a
 TEDxMBA Entrepreneurship/eCommerce+17 Years of Demographic AnalysisVenture Capital/FinanceDuring the .com BonanzaSold Car...
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 Knock...
 KreeseDealerKnows: Education
Chairman of the Board of Trustees President of the UniversityDean Secretary of the UniversityOh wait...don’t bother.School...
 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 ...
Individual resources:DealerKnows.comshameless plugDealerKnows: Education
Ups and Downs:Cost effectiveNo waitingAnyone can do itTime consumingQuestionable expertiseMixed resultsDealerKnows: Educat...
Conferences:•Large nationalconferences•Medium regionalconferences•Small vendor/consultantdriven conferencesHow can we lear...
Gut feeling scale of conference value:Vendor EgoEducationOEMRegionalCelebritySpeakerDealersDealerKnows: EducationExpenseVa...
Broad exposureMeet lots of peopleNo interruptionsTime consumingContent gamblePotential for sunk costDealerKnows: Education...
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-inDealer...
TOOLS
Who is Bill Playford?Which cuts better?vs.DealerKnows: Tools
Happy medium:Ancient TechnologyCutting-Edge TechnologyIntegrationEase of UseAffordabilityQuantifiable ResultsTrainabilityP...
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 ever...
Quantifiable results:DealerKnows: ToolsExecutive Summary: [ Change Reporting Locations ]Tasks: 01/01/2013 - 03/27/2013Sale...
Trainability:DealerKnows: Tools•Needs to be easy tolearn•Needs to be easy tolearn the second time•Provider should onlyhave...
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:Deale...
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:Dea...
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...
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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.

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The Ups and Downs of Moving Forward

  1. 1. The Upsand Downs ofMoving ForwardDealerKnows: PresentationBill PlayfordDealerKnows Consulting#UpDownForward
  2. 2. Making the RightInvestments inVendors, Tools andEducation toMake Your ProcessesBetterDealerKnows: Presentation
  3. 3. Making the RightInvestments inEducation, Toolsand Vendors toMake Your ProcessesBetterDealerKnows: Presentation
  4. 4. Who is Bill Playford?DealerKnows: Important People
  5. 5. Do your due diligence.Companies/Conferences•Founders•Managers•Recent hires•Recentdepartures•Venture backingDirty laundryDealerKnows: Housekeeping
  6. 6. Do your due diligence.Individuals•Retail experience•Work history•Geo-familiarity•Work ethic•ContactabilityDirty laundryDealerKnows: Housekeeping
  7. 7. I hatetalking aboutmyself, but...DealerKnows: Housekeeping
  8. 8. 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
  9. 9.  Patent
  10. 10.  PendingandOrganized
  11. 11.  a
  12. 12.  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
  13. 13. not a scumbagWhen in doubt...DealerKnows: Housekeeping
  14. 14. EDUCATION
  15. 15. 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
  16. 16.  KreeseDealerKnows: Education
  17. 17. 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
  18. 18.  KreeseDealerKnows: Education
  19. 19. •No certifications•No governing bodies•No standards•No prevention•No prerequisitesUnderstand this:DealerKnows: Education
  20. 20. 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
  21. 21. Individual resources:DealerKnows.comshameless plugDealerKnows: Education
  22. 22. Ups and Downs:Cost effectiveNo waitingAnyone can do itTime consumingQuestionable expertiseMixed resultsDealerKnows: Education
  23. 23. Conferences:•Large nationalconferences•Medium regionalconferences•Small vendor/consultantdriven conferencesHow can we learn?DealerKnows: Education
  24. 24. Gut feeling scale of conference value:Vendor EgoEducationOEMRegionalCelebritySpeakerDealersDealerKnows: EducationExpenseValueNetworkingExpositions
  25. 25. Broad exposureMeet lots of peopleNo interruptionsTime consumingContent gamblePotential for sunk costDealerKnows: EducationUps and Downs:
  26. 26. Consultants:•Video training series•On-site consulting•Long-term, retained,consultingHow can we learn?DealerKnows: Education
  27. 27. A room full of experts:Real ExpertDealerKnows: EducationDealerKnows: Education
  28. 28. A room full of experts:Real ExpertDealerKnows: Education
  29. 29. Pros and Cons:Continuous educationAugments managementFlexibilityDubious expertsCosts can be brutalNeeds total buy-inDealerKnows: Education
  30. 30. TOOLS
  31. 31. Who is Bill Playford?Which cuts better?vs.DealerKnows: Tools
  32. 32. Happy medium:Ancient TechnologyCutting-Edge TechnologyIntegrationEase of UseAffordabilityQuantifiable ResultsTrainabilityPortabilityScalabilityDealerKnows: Tools
  33. 33. Integration:DealerKnows: Tools•Seek out tools thatdon’t require moretools•Look for tools that playnice with other tools
  34. 34. Ease of use:DealerKnows: Tools•New tools need to befun for all ages•Poor user interfaceleads to poor ROI
  35. 35. Affordability:DealerKnows: Tools•YOU GET WHAT YOUPAY FOR•Form a budget, andstick to it•Address what youneed first•Get everything inwriting
  36. 36. 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
  37. 37. Trainability:DealerKnows: Tools•Needs to be easy tolearn•Needs to be easy tolearn the second time•Provider should onlyhave to train once
  38. 38. Portability:DealerKnows: Tools•Hardware•Virtual Private Network•Windows Explorer•Works on anythingwith a browser
  39. 39. Scalability:DealerKnows: Tools•Tools should grow withthe store•Tools should grow withusers
  40. 40. Makes lives easierAugments personnelIncreases productivityDebatable ROINot fully bakedUpgrade addictionUps and Downs:DealerKnows: Tools
  41. 41. VENDORS
  42. 42. Who is Bill Playford?EverythingEverythingEverythingDealerKnows: Vendors
  43. 43. DealerKnows: VendorsDo some digging.•Search for articles•Search for ratings•Search for validity
  44. 44. DealerKnows: VendorsAsk around.•Ask your friends•Ask your othervendors•Ask on a forum
  45. 45. DealerKnows: VendorsDo some shopping.
  46. 46. Valuable partnershipProactive supportShare the wealthDodgy follow-throughHidden costs/feesAbysmal supportPros and Cons:DealerKnows: Vendors
  47. 47. MAKINGTHEDECISION
  48. 48. YOUDealerKnows: Decisions
  49. 49. DealerKnows: DecisionsTake some pics:These nextslides arebrought toyou image-free for yourpicture takingpleasure
  50. 50. •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:
  51. 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 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:
  52. 52. •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:
  53. 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 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:
  54. 54. •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:
  55. 55. DealerKnows: DecisionsNobody is perfect.Craig SimpsonOiler LegendBest Shooting Percentageof All TimeI onlyscored23.66%of thetime.DealerKnows: Decisions
  56. 56. DealerKnows: ThanksBill PlayfordVice President and PartnerDealerKnows Consultingbill@dealerknows.com312-857-5082Twitter/wplayfordLinkedIn/wplayford

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