1. Sandi Jerome editor, Digital Dealer www.DealerStar.com 2852 WILLAMETTE ST #502 EUGENE, OR 97405 sandi@dealerstar.com 10 Things an Internet Manager has always wanted to ask….

2. Why aren’t Internet Managers treated like other managers?  Pay plan vs. commission voucher  Either attend manager meetings or provide reports Pay Plan – Internet Manager Salary $2500 Month Plus 15% of the gross profit of the Internet department less Internet lead expense Plus $500 bonus for a closing ratio over 15% $750 bonus for 85% CSI on department deals

3. How is gross profit calculated in car deals?  Get in writing the salesperson pay plan (pack, holdback)  Know how to find your accounting cost (vc)  Learn how the gross profit screen works Dlr Gross

4. Why are there chargebacks? Open ROs – make friends with the cashier Open ROs – make friends with the cashier Due bills – they are often missed Due bills – they are often missed Purchase orders Purchase orders  What about the pack? How much is your pack? How much is your pack? Does it cover chargebacks? Does it cover chargebacks?

5. How does the R+R/ADP/UCS system work?  Getting a login  R+R Query to PC Process  ADP- RPG to RPX

6. DMS Download to Excel  ADP – Reflection, function RXR, RPX. Files: FI-WIP, CAR-Inv, Vehicles, History, GL.ACCT.LDGR  R+R – EraLink, RunQuery. FIMAST, NVInventory, UVInventory, ROJournal, Customer, SerIndex, GL, SCHEDULE4, etc.  EDS/ADP ARG – Executive Assistant, SLDELHPF, VMVEHMPF,SVSOHDL1  UCS –Run reports in modules, then PRT blank, ERM (Power Workstation – or FTW). 269-01 thru 269-04, 358/359, 410-01 thru 410-03.  Autosoft – DAT files like asro, aasacm, asc – need to import with position of field.  PBS – Microsoft Access files – link, import, unlink. PBSf&I.mdb, PBSinvn.mdb, PBSserv.mdb  ADAM – dbf files can be imported or linked  ACS, DPC, Auto/Mate, Arkona, DealerStar – export to Excel

7. Getting the Data – Two Sources on your DMS System  Transaction files Car deals, range of dates, finalized Car deals, range of dates, finalized Repair orders, range of dates, customer and warranty Repair orders, range of dates, customer and warranty  Database files – snapshot as of today Vehicle inventory, New/Used, with GL balance GT $1000 Vehicle inventory, New/Used, with GL balance GT $1000 Customers, Last service date > 03/01/06 and Make = Toyota Customers, Last service date > 03/01/06 and Make = Toyota

8. What kind of reports can I run and how? Customer File – it is in service; Customer File – it is in service; R+R - SERINDEXR+R - SERINDEX ADP - VEHICLESADP - VEHICLES UCS – SIN databaseUCS – SIN database Inventory File Inventory File R+R – NVINVENTORY, UVINVENTORY (INV$$)R+R – NVINVENTORY, UVINVENTORY (INV$$) ADP – CAR-INV (BALANCE)ADP – CAR-INV (BALANCE) UCS – SIN databaseUCS – SIN database

9. AutoFilter  New Inventory Report –Data, Filter, AutoFilter Custom – is greater than 90 Custom – is greater than 90 Top 10 AutoFilter Top 10 AutoFilter

10. Pivot Table  Data, Pivot table, Next, Next, Layout Balance, 3 time Balance, 3 time UnitsUnits Total ValueTotal Value Average CostAverage Cost Add Days in Stock, Right click, Wizard, Layout Add Days in Stock, Right click, Wizard, Layout

11. How can I measure the profitability of my Internet department? Find out how your department is “accounted for” – measured Find out how your department is “accounted for” – measured Expenses “allocated” to your department Expenses “allocated” to your department A - New B - Used E- Parts D- Service F - Body Shop ??? Sales Gross Profit Direct Expenses Commissions Leads Advertising Semi Fixed, Fixed

12. How can I “F&I” my own deals? - –  Learn your DMS system’s F&I module www.reyrey.com www.reyrey.com www.reyrey.com www.dealersuite.com www.dealersuite.com www.dealersuite.com  Volunteer!

13. Buy Rates – Get the chart! 35% — punctuality of payment in the past (only includes payments later than 30 days past due) 30% — the amount of debt, expressed as the ratio of current revolving debt (credit card balances, etc.) to total available revolving credit (credit limits) 15% — length of credit history 10% — types of credit used (installment, revolving, consumer finance)installment revolvingconsumer finance 10% — recent search for credit and/or amount of credit obtained recently

14. What is a good pay plan for an Internet Manager?  Salary, maintaining the website  Commissions, % of gross profit  Bonus, CSI, closing ratios

15. Step 1 – How much Salary?

16. Step 2 – Commission Rate

17. Step 3 -Leftovers is the Bonus

18. www.sandijerome.com www.sandijerome.com Free Downloads, Spreadsheet, DMS jobs to run Pay Plan Wizard Power ERALink/Power Reflection Ultimate Campaign Guide Data Miner! Campaign Manager for ADP, RR, EDS, UCS, AutoSoft Email- sandi@dealerstar.com