Printing Out Deal Packets from CRMs

[ddavis]

Beyond respecting the customer's time and making the purchase much more pleasant, printing out deal packets, from the CRM makes it quicker for the ISMs.

All quality CRMs are capable of printing out deal packets. In most cases, ISMs would only need to get a copy of the customer's drivers license and insurance cards.

I've always felt that it would eliminate the bottleneck that usually exists at the sales desk on busy days. I have seen very few stores that use it.

 

[john.quinn]

Coupla reaasons:

#1 -- Old Dogs and New Tricks -- same old story.

#2 -- Many CRM's don't/can't actually capture most or a majority of the info needed to print many of the forms in a deal jacket.

#3 -- Salespeople are generally lazy -- they see adding information to a CRM customer record as "too much work."

 

[ddavis]

Coupla reaasons:

#1 -- Old Dogs and New Tricks -- same old story.

#2 -- Many CRM's don't/can't actually capture most or a majority of the info needed to print many of the forms in a deal jacket.

#3 -- Salespeople are generally lazy -- they see adding information to a CRM customer record as "too much work."

John, Good to see you around. Are you saying that there are dealerships that don't embrace new technology?

CRMs might not capture all of the information. I know, for trades, that putting in the information will save the salesman a bunch of time by not filling out forms manually.

Salespeople take the direction of least resistance. Doing things the right ways has to be that direction.

I wouldn't expect to send this packet into F&I without a Sales Manager or Internet Director verifying the information. But doing it this way, you have a Sales Manager checking the information and again it is checked in F&I.

 

[john.quinn]

When I'm training and working with Dealers, I talk alot about "Slowing Down to Speed Up," i.e., take the extra minute to record the information systematically now to save time and effort later. Def ears, but I'll keep saying it. I think it kinda goes against the grain of the mentality of a majority of floor-type dealership people.

But makes all the sense in the world, certainly.

 

[Alex Magnan]

John,

I'm an ISM at a small store that will be bringing in our very first CRM tool next month. Like any store we have both old school and new school salespeople. We're looking to be more efficient both on the floor, the desk, and F&I in the sales process. We want to get away from duplicate entry and spending too much time filling out the deal jackets, making the process more enjoyable. How do you usually approach the older salesman dealing with a CRM tool? Because from my experience with anything new process/tool they are usually the first ones to bark.

 

[ddavis]

How do you usually approach the older salesman dealing with a CRM tool?

They will spot a bat right away but you can get closer to them with a car antenna.

Seriously, If it involves any additional effort, on their part, you are going to hear them squeal. We're not talking low muffled sounds. It will be more like a pig stuck under the gate.

It can't be up for discussion. This has to be an edict that will be required for management and salespeople, alike.