1. Dealer Spectrum® Best Process. More Profit.
Stock Units – Sales Department
16th – 18th February 2016

2. Run your meetings from a single source of truth: Dashboard
Outcomes:
Clearly Defined and Documented End-to-End Sales Process
Non-Negotiable Business Policies – supported by Risk Charts
Assigned Ownership of responsibilities within the Sales Process
Road to the Sale – Essential Ingredients
Speed of Entry into DMS – Operational Effectiveness
Deal Pack Journey – Timelines and Requirements
Manage staff retention – documented requirements
Utilising Customer Delivery Management (CDM)
Delivery Visibility and Management
Accurate and Timely Customer Communication
Delivery to Deal Processing within 24 hours
MyDeal Gross = MUSE Deal Processing Gross
Accurate Customer Database for Extended Marketing Activity post-sale
Service Retention / Repeat Business
Run your meetings from a single source of truth: Dashboard

3. Data Quality You look after your Staff… You look after your Customers…
What about your database?
Customer Contact Details
Critical fields
Incomplete information
Vehicle Details
Duplicate VINs in Workshop database
Expired Next Service Dates
Warranty Expiry Dates
F&I Expiry Dates
Prospect History
When do we create a Prospect?
Marketing Programs – rely on all the above ingredients!

4. Data Quality

5. Data Quality (Pickerings TSV database)
Total Contact Records: 108,518 Orphan Contacts: 10,322
Potential Duplicates: 3,340
Total Service Vehicles: 107,077 Duplicated VINs: 1,445
Above 60% Leakage – Expired Next Service Date
4-year Service Retention = 63% (New & Used)
(Postcodes 481x) Year 1: 96%  79%  58%  21%
Lost Customers after Vehicle Delivery…?

6. Who is Responsible? Business Rules only work if they have Ownership…
What Dealership roles are vital in the Vehicle Sales Process Flow? BP
Dealer Principal
(General) Sales Manager – New / Used / Fleet
Stock Control
Valuer
CRM / Lead Management
Pre-Delivery / Service Manager
Sales Consultant
Aftermarket / F&I
Registration / Settlement Clerk
Dealership Financial Controller
Think:
For every Business Policy
Who is the Process Owner?
Who is the Process User?

7. The ‘Must Do’ Processes
P.I.N.O.
Process Is Not Optional
“Being unable to follow a process doesn’t make you a bad person
– you just can’t work here!”

8. Agenda – Vehicle Sales Process
Day 1 - Tuesday 16/2
10:00am - 10:30
Dealer Spectrum Introduction
10: :00
Contacts and Prospects – Data Quality
11:15 – 12:30pm
Road to the Sale Process
Lunch Break
1:15pm – 2:00
Stock Control/Maintenance – Critical fields 
2:00 – 2:45
Vehicle Appraisal Process
3:00 – 4:00pm
Building the Deal Pack (MyDeal / Deal Book)

9. Agenda – Vehicle Sales Process
Day 2 –Wednesday 17/2
10:00am – 10:30
Recap – Day 1: Agreed Business Rules
10:30 – 11:15
Pre-Delivery Process (Customer Delivery Management)
11:30 – 12:30pm
Repair Orders / Internal Purchase Orders – WIP
Lunch Break
1:15pm – 2:00
Deal Processing – Gross Review & Timing
2:00 – 2:45
Post-Deal – Warranty / Marketing / Vehicle Debtors / Factory Receivables
3:00 – 3:30
Review – Day 2: Agreed Business Rules
3:30 – 4:00pm
Dashboard Review: Deal Book / Exception Reporting

10. Questions?