NADA is always full of surprises when it comes to technology, and this year was no exception. From the "Big 4" computer companies we saw a trend towards a PC-based environment. ADP showed their Alliance System for a LAN-based dealership accounting system. This PC-based system is surprisingly robust and a good solution for smaller dealers who want more control over their computer system. EDS has a new look with their Advanta product. They have added PC technology to their strong AS400 system to give users a graphical user interface, web-browser look and feel, and overall intuitiveness. Reynolds and Reynolds has made their electronic document management system a little stronger by adding a bar code feature. On documents that have the bar code created by the software, the document management system automatically "files" the document for easy retrieval at a later date. UCS had one the best "bells and whistles" with their new hand-held repair order. This little device is basically a fully functional terminal that the service advisor can take out to the car. It has extremely smart handwriting recognition software that was tested by the author of this article (who has terrible handwriting). One of the best features is that the service advisor can perform an OASIS or VISS inquiry from the service drive. As an added benefit, the device has a form of artificial intelligence that enables the advisor to answer a series of diagnostic questions to help determine the necessary repairs.
From the PC providers, we didn't see many new things other than a transition from DOS-based software to Windows. Both ADAM and Autosoft are making that change, and the "new kid on the block," Dealer Solutions, is the leader in fully Windows-based software. They have the advantage of having been developed after Windows. Each month they add more factory interfaces and increase their installed base of dealers.
Anything that was related to the Internet and Customer Retention was big news at NADA. One of the useful products I saw comes from NetSearch. A challenge for any dealer who is starting an Internet sales department is how to respond quickly to sales leads. NetSearch is a wireless handheld terminal that quickly notifies salespeople of email and even lets them respond with its 31-key PC-style keypad. Jeff Sacks & Associates introduced Customer Retention Software that manages customers and leads in a user-friendly PC database. Another company, NuCar Consulting, has a "smart card" that lets dealers start a Auto Rewards program. Customers can earn points for service, parts, and service purchases and use the points for savings on dining, flowers, and travel.
Sandi Jerome is the manager for consulting service for Jeff Sacks & Associates. If you have specific questions or require more information about this subject, please check the appropriate box on the reader response form on page 3. sjerome@dealeronline.com