F&I and Showroom

NADA 2014

F&I and Showroom, the industry's leading source for F&I, sales and technology

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United Car Care Working With You And For You. need to be able to justify it and make sure it makes sense for your business. And that goes for that reasonably priced, lead-tracking tool you previously purchased. If your operation isn't seeing the results you expected because it's too cumbersome to use, costing you sales as a result, was it really the best deal for your dealership or group? I doubt it was. Step 4: Create a Vendor List Start by reading reviews of products or tools you are considering. Then narrow down your vendor list to two or three providers, ones you think can satisfy the majority of your needs at a price you can afford. Maybe you are just trying to replace or update a piece of service equipment. If that's the case, do you want to stay with the same vendor? Did the equipment work as long as you expected? Did it perform all the tasks required? Was it expensive to maintain? Did it lack some obvious features you really needed? Are there features you can add as options that will really enhance the productivity of your technicians, as well as help you realize a return on your investment quicker? Step 5: Get Opinions Have you asked other dealers what they think of the product you're considering? Make sure you really check them out and talk to multiple people at the stores. Ask them how long they used it, what they paid for it, whether anyone is still using it, and would they buy it again. If the answer to the latter question is "Yes," ask if they would change or add anything to the product. Together Each Achieves More Step 6: Involve All Users Make sure you get your managers and the actual employees who will be using the product involved in the selection process, and have them review and rate the features, available options and the ease of use through product demos. This will provide you with a different perspective on the tool you're considering. It may even cause you to reconsider a brand you previously ruled out. Step 7: Check for Savings If you are replacing or adding a piece of equipment, check with your tax accountant to see if the purchase will qualify for any specifc income tax savings through an available accelerated write-off. Bottom line, you need to do your homework before stepping foot on the expo foor at this year's convention, especially since many vendors will offer convention discounts if you purchase their solution at the show. All you have to do is follow the steps I laid out. Just remember to bring comfortable walking shoes. Good luck and shop well! I will see you there. David Keller is a partner with CliftonLarsonAllen, a Top 10 accounting frm that services auto dealers. Email him at david.keller@bobit.com. We assist you in: • New Product Development • Fixed Ops Support • Dealership Education • Prospecting • Agency Training Plus, we offer traditional products and excellence in claims handling. 1-800-571-6412 www.UnitedCarCare.com/dealeragent.html NADA 2014 F&I and Showroom 11

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