Autolog Showroom / Case Study

A small Dealer Group with 5 retail outlets and six franchises became increasingly aware of three aspects of the business that would benefit from attention. The management team had realised that Potential customers were being repeatedly contacted as there was no easy way to find out who had been contacted recently and who had not Sales opportunities were being missed because customers were not being called back Effectiveness of sales campaigns was not known very accurately Reasons for customers not proceeding to sale was not known Market information was sparse Time was being spent collating statistics and performing analysis to produce even limited reports The information on market performance came in too late to take any corrective action The existing applications used in the showrooms were 1) A dealer Management System (DMS) this was used for handling the sales financial documentation and processing the vehicle details and sending them to the manufacturer 2) A stock management system which was useful for detailing all aspects of vehicle – including model, registration details condition etc and was ideal for marketing a vehicle. Neither of these existing applications however focused on the customer. What was needed was a system that would Track the activity in the sales room hour by hour day by day. Store customer information in a form that can be accessed quickly by everybody. Give sales people a program of actions to take each day. Provide reports on the activity that has taken place in graphical and tabular form. Ideally the application would be internet based so that it could be used at all sites. It would also be useful for managers and consultants to access the application form other places at home for example. Loyalty Logistix Autolog Showroom Contact management system fulfilled all these areas. It is a web based application and has within it four main areas: 1. Diary 2. Enquiries 3. Customers 4. Reports The diary is used to track the activity of sales staff. Each sales person has their own login which gives them a view of their own diary. Their scheduled activity for the day, week and month can be seen at a glance. All activity is recorded in the system. Completion of an action either automatically creates a follow up activity or forces the user to enter a next activity manually. In this way customers are never lost to the system. In enquiries view the user can see all open enquiries belonging to them. The status and history of each enquiry can be viewed with a few clicks of the mouse. The customer list can be searched and amended, the history of contacts with any customer is readily available and users can click through quickly to view current enquiries. The report module automatically creates graphical and tabular presentations of the activity recorded in the application. Analysis is available by filtering the information by time, sales staff, vehicle model and activity type. In addition to the reports managers and admin staff are able to view the diaries of and allocate work around the sales staff. In this way sales people can allocate follow ups to mail shots or phone calls to whoever has time available. Efficiency of the activity within the showroom has shown a marked increase. Sales people now know exactly what work they have outstanding for the day and no longer loose customers. Less time is spent collating paper records and generally the whole process of contacting customers is quicker. This means the optimum return is gained from existing contacts and more time is available to pursue new ones. Business Flexibility has also increased as a result of the improved management information. Changes in the market can be fed back into business strategy in good time. Performance of staff is also readily available and drops in performance can be actioned more promptly. View Autolog Showroom Screenshots