These and all of the other features in a BMS are designed to help dealers stay on top of their businesses and in touch with their customers, with the end goal being profitability. Knowing how to use your system properly will get you closer to that end goal.
REALLY USING YOUR BMS
A BMS is a great tool, but only if you know how to use it. “You just don’t see dealers who have the time, knowledge or expertise to figure out all the features on their own,” says Haefner. “Having all of the accurate information right in front of you lets you know the status of things, better manage technicians, improve customer service and more. If we can teach dealers to use these tools they are going to be more profitable.”
Some dealers figure out the basic bookkeeping and are satisfied enough with that, but don’t try to get all that they can out of the system.
“There is a level of complacency for some dealers,” explains Archut. “They are doing well at what they are doing, but they could be doing even better. It can be difficult to convince them to take the lead and change how they are using the BMS.”
If a dealer does decide they want more from their system, the help is out there. Many BMS companies provide extensive training and tools to their dealers. “Every month we provide users with an update on any enhancements that have been made as well as a quarterly newsletter,” says Archut. “On top of that, our salesmen call customers once or twice a year to see how things are going.” c-Systems offers phone support as part of their normal maintenance agreement, and additional training, either at their headquarters, the customer’s site or over the Internet. Ideal also provides a customer service hotline and ongoing training.
While several new features have been introduced, dealers should be certain they have a grasp on the basics like tracking and comparing costs with revenue. “When it comes down to it, the core fundamentals that have been around for years are still the same things that are going to make dealers a lot of money,” explains Haefner. “Knowing those things and having a reliable BMS you can count on is what is going to make you a better, more profitable business—or even help you stay in business.”
Many of today’s dealers have come a long way thanks to careful business planning and management. Using a BMS to its full abilities—including new features and those that have been around for years—could help take you to the next level.
Seven Easy Ways to Increase Profitability with Your BMS
1. Track technician efficiency
2. Use as a tool for answering customer inquiries
3. Set goals for sales margins
4. Track and reduce dead inventory
5. Track and analyze top-selling products
6. Create a system for customer follow-ups
7. Scrutinize lost sales reports