1. LSI Prospect Management RCS Catalyst LSI Update Goal: Assist Catalysts with understanding proper processes for entering Customers and Prospects, Tracking Status, reviewing Results and pinpointing Data Issues using LSI

2. LSI Prospect Management Getting Ready for LSI ComputerComputer Server or Workstation Server or Workstation How many people will Connect determines needs How many people will Connect determines needs UPS (Uninterruptible Power Supply) / Battery Backup UPS (Uninterruptible Power Supply) / Battery Backup Backup Strategy Backup Strategy Windows 98 or ME vs. XP ProfessionalWindows 98 or ME vs. XP Professional Reliability is the key Reliability is the key Selecting a PrinterSelecting a Printer Inexpensive Printers Ultimately Cost More Inexpensive Printers Ultimately Cost More

3. LSI Prospect Management LSI PROSPECT MANAGEMENT www.lsidemo.com Select Open (or RUN) to Download and Start the LSI Installation Wizard

4. LSI Prospect Management Use the buttons at the bottom of the installation wizard to guide you through the installation process

5. LSI Prospect Management Click the LSI Icon to Start

6. LSI Prospect Management Fill in the information and use the “Next” button to walk through the Installation

7. LSI Prospect Management Installation and Setup is completed, click OK to enter LSI

8. LSI Prospect Management ConsumerTRAC Import Benefits Consistent File Format Every Time (no waiting) Files have “.fmc” Extension (easier to find) Import Name Automatically Extracted from File Simple for Dealers to use Imports have Gotten Easier!

9. LSI Prospect Management LSI PROSPECT MANAGEMENT Marketing & Advertising   Business Development Center (BDC)   ConsumerTRAC   Competitive Advertising Database   Dealer Direct   FordDirect   Ford Dealer Toolbox   FCSD Marketing Central   Retail Trade Cycle Management   more Marketing & Advertising

10. LSI Prospect Management LSI PROSPECT MANAGEMENT

11. LSI Prospect Management Choose the Type of Download CSV DownloadLSI Download

12. LSI Prospect Management Sold Customers are the ones that bought from the Dealership (they typically have a VIN)

13. LSI Prospect Management Incorrect! Correct Information is in Wrong Fields

14. LSI Prospect Management Entering Customers (Prospects, Sold & Service) Sold Customers –Download from ConsumerTRAC and Import –Import from DMS System –Manual Entry Prospects –Real-Time Entry (leveraging existing data – Drivers License Scan) –Import from DMS (Showroom DMS Entry in Reynolds, ADP, UCS) –Entry from “Up Cards” or Desk Log (leveraging existing data) –Download Opportunities from ConsumerTRAC or other lists Service –Import from DMS –Manual Entry

15. LSI Prospect Management Entering a New Prospect

16. LSI Prospect Management

18. Prospect Entry - Critical Items Date Prospect Type (Walk-in, Phone, Internet, Other) Name Address Phone Numbers (as many as possible) Email Address Vehicle Desired (New/Used, Make & Model) Source (i.e. Flyer, Yellow Pages, Referral, etc.) Salesperson

19. LSI Prospect Management IMPORTANT! Always Enter Customer & Salesperson Names in Last, First format to make it easier to find them later

20. LSI Prospect Management Prospect Entered!

21. LSI Prospect Management

23. LSI Drivers License Scanner

24. LSI Prospect Management LSI Scanner Information Scanner uses OCR (Optical Character Recognition) which means it “Reads” the front of the License Picture feature can be turned off if Customer requests. IMPORTANT – Manage Expectations… OCR is not perfect, you will get some read errors, especially when there are holograms and background pictures Requires a Computer with a USB 2.0 Port

25. LSI Prospect Management LSI Scanner

26. LSI Prospect Management LSI Scanner

27. LSI Prospect Management Recalling and Looking Up Prospects

28. LSI Prospect Management Enter Name or other items in one of the QuickSearch Fields BROWN, B When there is a Comma in the QuickSearch entry the results are sorted by Last Activity

29. LSI Prospect Management – OR – Press the “F3” key for more Search Options BROWN, BOBBY

30. LSI Prospect Management Click on Column Headings to sort by that Column – You can also Click on a Column Heading and “Drag it to a different location

31. LSI Prospect Management Bookmarks

32. LSI Prospect Management LSI PROSPECT MANAGEMENT

33. LSI Prospect Management Menus

34. LSI Prospect Management LookupFile Letters LSI Menu Items – Main Screen

35. LSI Prospect Management LSI Menu Items – Main Screen ReportsSetupHelp

36. LSI Prospect Management LSI Menu Items – Main Screen Tools Fields Available

37. LSI Prospect Management LSI Menu Items – Recall Screen ExportTools NEW !

38. LSI Prospect Management Link a Scanned PDF File to the LSI Record Notes

39. LSI Prospect Management Link a Scanned PDF File to the LSI Record

40. LSI Prospect Management Reports

41. LSI Prospect Management

42. The BDC Audit Report Why BDC Results and Ford BDC Results Reports are different How we Track Dates in the BDC Results Report

43. LSI Prospect Management Unsold Results Report

44. LSI Prospect Management CSR Results Report

45. LSI Prospect Management Call Timing Report

46. LSI Prospect Management Active/Working Prospects Report

47. LSI Prospect Management Appointment Results Report

48. LSI Prospect Management Prospect Traffic Count Report Why don’t the numbers always match on different Reports?

49. LSI Prospect Management Fixing Metrics Errors

50. LSI Prospect Management Cleared Activities Edit Window – Fixing Metrics Errors

51. LSI Prospect Management Date Scheduled (Appt Scheduled Date) Date Completed (Dealer Visit Date) Date Appt Added (Appt Set Date) StatusResult

52. LSI Prospect Management Merge Records Utility

53. LSI Prospect Management LSI PROSPECT MANAGEMENT

54. LSI Prospect Management Re-Assigning Activities

55. LSI Prospect Management Using the Re-Assign Activities Feature

56. LSI Prospect Management Creating a “User Group” within LSI

57. LSI Prospect Management Other Features

58. LSI Prospect Management Automated Activities Date Driven, Event Driven and 1-Time Automated Activities Simplify Sales & Renewal Campaigns   Date Driven (i.e. Lease Expiration)  Event Driven (i.e. Phone Busy)  1-Time (i.e. Incentive)

59. LSI Prospect Management Daily Reminders & Work Plan Organization Daily Reminders and Salesperson Daily Work Plan keep everybody on the same page and makes sure Customers don’t fall through the cracks. Organization

60. LSI Prospect Management Query Function Opportunities! Query function allows the Dealer to target “Opportunity” Customers and develop Call/Mail/Email Campaigns Opportunities!

61. LSI Prospect Management Daily Metrics Feed to Ford Dealer must sign Data Sharing AgreementDealer must sign Data Sharing Agreement Sent Automatically each morning via Internet ConnectionSent Automatically each morning via Internet Connection Records details on Prospect, RTCM and Lease Renewal Contact and EventsRecords details on Prospect, RTCM and Lease Renewal Contact and Events Must be Setup in LSIMust be Setup in LSI Parts Code is CriticalParts Code is Critical Setup – Defaults – Misc. Tab

62. LSI Prospect Management DMS Imports Availability Reynolds / ADP / UCS Sold Customers Sold Customers Prospects entered into Showroom Traffic Application Prospects entered into Showroom Traffic Application Service Customers Service Customers The User/Dealership must have access to the reporting and collection tools available from the DMS Provider Let us know before your visit. We can setup LSI, the imports & Network and you are READY TO ROCK !

63. LSI Prospect Management Thank You!