Sales managers of the most profitable dealerships know that good use of information regarding daily operations translates into greater market share, as it allows them to create effective improvement strategies. And better positioning means more sales.
In this article we review three DMS reports that provide vital information to help plan strategies geared towards reducing expenses and increasing vehicle sales.
Inventory Aging report
Unsold units suffer a depreciation in value over time, and generate warehouse and insurance expenses. The Sales Manager must start analyzing the Inventory Aging report in order to detect which vehicles are not sold. With this information, they can create promotion strategies, restructure showrooms, etc.
|
Code
|
Make
|
Model
|
Price
|
Aging
|
|---|---|---|---|---|
| 1557 | Buster | Alinto ST2002 | USD 4,500.00 | 2 |
| 1558 | Buster | Alinto Family N3 | USD 5,637.50 | 4 |
| 1565 | Buster | Velocity | USD 4,136.00 | 8 |
This report lets managers act based on the amount of money immobilized in inventory. An effective inventory means that capital will be invested and distributed intelligently where it will generate the greatest profit for the dealership.
Sales Details report
A sale operation has hundreds of related data that we can take advantage of to make decisions: date, model sold, branch, seller, customer, price, cost, etc. A DMS system should provide data in a format suitable for analysis, including Excel.
With this editable report the Sales Manager can know:
- Most sold models, by month and year
- Months of higher and lower sales
- Sales by geographical area
- Sales per salesperson
- And more…
The knowledge of how your target market behaves and how your salespeople respond makes it easier to plan and estimate sales. The availability of data designed for an intelligent use by Sales Managers is one of the key features of a DMS system that works as an ally of the dealership.
Customer Retention and Loyalty report
Once the sale has been completed, it is necessary to work together with the Aftersales Department to retain that customer, even after the expiration of the vehicle’s warranty. For example, Autologica DMS provides a report with:
- Vehicles sold that have visited the workshop
- Vehicles sold by the dealership, but have never visited the workshop
- Vehicles that visited the workshop, but were not sold by the dealership
With this information, the Sales Manager can decide, for example, to contact each customer who has purchased a vehicle and implement loyalty strategies to increase their consumption of services.
These three reports are key to improving control and organization of the dealership’s vehicle inventory, increasing vehicle sales, and increasing service sales. If you still do not have an integrative sales strategy, it’s time to adopt it in a market that changes quickly.
