CA2260575A1 - Retail dealership management system - Google Patents
Retail dealership management system Download PDFInfo
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- CA2260575A1 CA2260575A1 CA002260575A CA2260575A CA2260575A1 CA 2260575 A1 CA2260575 A1 CA 2260575A1 CA 002260575 A CA002260575 A CA 002260575A CA 2260575 A CA2260575 A CA 2260575A CA 2260575 A1 CA2260575 A1 CA 2260575A1
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- customer
- database
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- inventory
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- G—PHYSICS
- G06—COMPUTING; CALCULATING OR COUNTING
- G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
- G06Q10/00—Administration; Management
- G06Q10/06—Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
Abstract
A retail dealership management system for operation by dealership personnel includes an inventory database configured to store information specific to a plurality of products in inventory, a customer database configured to store information specific to a plurality of customers who might be interested in a purchasing a product from the retail dealership and, for a least some of the customers, information regarding a specific product of interest selected from a group of products for sale, and a plurality of control procedures. A user interface is operable by the dealership personnel. A processor with access to the inventory database and the customer database is configured to process the control procedures instructed via the user interface to assist the dealership personnel in matching a product in the inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer. Additional embodiments include finance products and insurance products. The system is configured to generate work lists and productivity reports for dealership personnel. Another embodiment includes an accounting database configured to store accounting information specific to the dealership management system. Advantages of the invention include streamlined sales at the retail dealerships by providing a customer database than is accessible to all dealership personnel. The system, based on triggers, provides each salesperson with a daily work list of contacts to be made that day. All these advantages help the dealership management manage the sales force and other personnel very effectively.
Description
JRN 28 '99 a1:27PM FLEHR HOHBRCH TEST P.3i58 rt-.~c~, ~ .w RETAYL DEALERSHIP MANAGEMENT SYSTEM
FIELD
The present invention relates to a retail dealership management system. In particular, the invention automates retail sales of merchandise such as automobiles by storing customer information, inventory information, finance information and other related information and by providing the information to the dealership personnel in order to efficiently match the customer's needs with available inventory ,~.: ~..-~~
and financing.
o BACKGROUND
Conventional retail dealerships employ a sales force to meet and greet customers and to gather information from the customers in an effort to match products for sale with the customer's needs. While reference is made herein to an 1 ~ automobile dealership, it is to be understood that the invention applies to any retail dealership. Retail dealerships typically maintain some recvrd.s such as a list of products in inventory for the salespeople to refer when attempting to match the customer's needs with a product in inventory. However, since some purchases require thought by the customer (especially large purchases) the customer may visit ~ 0 the dealership on more than one occasion and discuss his needs with more than one salesperson. As a result, the customer may be spend a significant amount of time ex~la~ni.ng his needs to each salesperson, and the second salesperson may not have the benefit of understanding the customer's needs as they were explained to the first salesperson. This duplication of effort is often inefficient.
A-673~61DCA
JRN 28 '99 01:27PM FLEHR HOHBRCH TEST P.4i58 Another typical service provided by retail dealerships is to assist in financing and insuring the products for sale. In order tv do so the dealership must have information from the customer regarding the customer's financial qualifications, which is often discussed with the salesperson, and the financing and insurance plans available from lenders anti insurance companies. ~Iowever, after the salesperson has e~ - Iy,TCa1-a' fl ..
i~ntified the product and the customer agrees to purchase the product, conventional retail dealerships pass the customer from the salesperson to a finance manager. This financing procedure requires the finance manager to interview the customer a second time regarding the customer's qualifications to finance the purchase. Many ~ o customers find this second interview time consuming and annoying. Then the finance manager must complete a credit report and manually search available financial products an in effort to identify a product that fits within the customer's financial qualifications. Each tune the customer suggests a modification to one of the parameters such as the down payment or the monthly payment, the finance manager must manually recalculate the terms based an available financial products.
This time consuming process often frustrates customers.
If all goes well and the customer purchases a product from the dealership, maintenance and other follow~up services may be necessary. Conventional ~ ,~ "~,x.x. 9 d~~le~ships spend countless dollars advertising in newspapers and other media in z 4 order to try to attract their original customers back for service.
Conventional dealerships do not maintain a database of service intervals for the products sold along with the customer information. As a result, customers may miss their recommended services or have the services performed at alternate facilities.
Moreover, as products are sold tv customers, conventional dealerships are '~
FIELD
The present invention relates to a retail dealership management system. In particular, the invention automates retail sales of merchandise such as automobiles by storing customer information, inventory information, finance information and other related information and by providing the information to the dealership personnel in order to efficiently match the customer's needs with available inventory ,~.: ~..-~~
and financing.
o BACKGROUND
Conventional retail dealerships employ a sales force to meet and greet customers and to gather information from the customers in an effort to match products for sale with the customer's needs. While reference is made herein to an 1 ~ automobile dealership, it is to be understood that the invention applies to any retail dealership. Retail dealerships typically maintain some recvrd.s such as a list of products in inventory for the salespeople to refer when attempting to match the customer's needs with a product in inventory. However, since some purchases require thought by the customer (especially large purchases) the customer may visit ~ 0 the dealership on more than one occasion and discuss his needs with more than one salesperson. As a result, the customer may be spend a significant amount of time ex~la~ni.ng his needs to each salesperson, and the second salesperson may not have the benefit of understanding the customer's needs as they were explained to the first salesperson. This duplication of effort is often inefficient.
A-673~61DCA
JRN 28 '99 01:27PM FLEHR HOHBRCH TEST P.4i58 Another typical service provided by retail dealerships is to assist in financing and insuring the products for sale. In order tv do so the dealership must have information from the customer regarding the customer's financial qualifications, which is often discussed with the salesperson, and the financing and insurance plans available from lenders anti insurance companies. ~Iowever, after the salesperson has e~ - Iy,TCa1-a' fl ..
i~ntified the product and the customer agrees to purchase the product, conventional retail dealerships pass the customer from the salesperson to a finance manager. This financing procedure requires the finance manager to interview the customer a second time regarding the customer's qualifications to finance the purchase. Many ~ o customers find this second interview time consuming and annoying. Then the finance manager must complete a credit report and manually search available financial products an in effort to identify a product that fits within the customer's financial qualifications. Each tune the customer suggests a modification to one of the parameters such as the down payment or the monthly payment, the finance manager must manually recalculate the terms based an available financial products.
This time consuming process often frustrates customers.
If all goes well and the customer purchases a product from the dealership, maintenance and other follow~up services may be necessary. Conventional ~ ,~ "~,x.x. 9 d~~le~ships spend countless dollars advertising in newspapers and other media in z 4 order to try to attract their original customers back for service.
Conventional dealerships do not maintain a database of service intervals for the products sold along with the customer information. As a result, customers may miss their recommended services or have the services performed at alternate facilities.
Moreover, as products are sold tv customers, conventional dealerships are '~
2 5 slow to update their records after the sale is completed and compile their sales records only once a month or so. Often, this information is not timely enough to order new products for inventory and not timely enough to effectively manage the dealership.
A goal of the invention is to overcome the identified limitations in 3 o conventional retail dealership management. 'that is needed is a retail management system that streamlines the sales process and that allows the customer information to be stored in a database for retrieval by all dealership personnel. rn this manner, the A~673381DCA 2 17.642A
JRN 28 '99 01:28PM FLEHR HOHBRCH TEST P.5i58 ' customer need only discuss specific information with vne salesperson and that information is available for all personnel to assist in matching products with the customer's needs and the customer's ability to finance and insure the product.
Moreover, once a sale is completed, the information is instantly available to the other dealership personnel that can use the data for inventory tracking, accounting and other services.
SUMMARY
The invention overcomes the identified problems and provides a dealership ~. ~r.~>:.~.9 ,~. :, 1 o management system that improves the productivity of the sales process. The invention retains customer contact information, reduces repetitive data entry, allows salespersons to effectively sell products, correlates actions of the sales force with accounting and provides a tool to quickly negotiate with the customer to arrive at mutually agreeable terms. Tn addition, the invention provides the retail dealership Z 5 with timely accounting to track sales of products in inventory, a mechanism to generate work lists to assist the dealership personnel in improving productivity and other features described below.
Automotive dealers have recognized the importance of relationship selling in the last decade since attracting new customers is becoming cost prohibitive.
The 2 0 invention focuses on retaining current customers a~ad building on existing customer relationships. One tool that is missing from corwentional techniques is a robust contact management system. The invention solves this problem by storing ~, ~ ,~,t... 9 in~~or~ation that chronologies the history that each customer has with the dealership.
Armed with this information the dealership personnel can have a much more warm 2 5 and intelligent conversation with the customer. For example, a salesperson can review a customer's service history or sale terms of their present vehicle in order to help recommend an appropriate replacement. Personal notes, such as a birthday, number of family members, work, hobbies, and mileage driven are au maintained and useful in helping a customer deternnine the best vehicle and terms for their 3 o needs. During the buying process the customer may return two or three times before making a purchase. Conventional systems do not organize the storage of notes regarding previous conversations or agreements, so often negotiations must ~.sr~ssrncw 3 ia~a~a ~ ,~-~.:... a ,~., JRN 28 '99 a1:28PM FLEHR HOHBRCH TEST P.6i58 ~-><xz... 9 w, n start all over again. One powerful use of the invention is in managing the prospective customers who have made an initial contact with the dealership but have not yet purchased a product. Current closing ratios in an average dealership are in the 2096 range. Out of the 8096 of customers why do not purchase in the initial visit, few if any are recorded in a follow up system. Traditional follow up methods are a guest log, with limited information and maintained for 72 hours of follow up.
Salespeople werc taught to follow up the very next day regardless of the conversation that may have taken place. However, salespeople seldom remember details of even yestcrdays conversations so follow up calls are often awkward and 1.0 ineffective. The invention allow the salesperson to enter personal information about each prospect, vehicle preferences and hot buttons. For example, a note can be entered to indicate that a prospective customer likes a specific new vehicle but is r~ "x'.~~ ° Hoping to get a little more for their trade and will not make a decision until their spouse returns at the end of the week. Traditional follow up would be a phone call the next day asking if the prospect if he/she had made a decision yet. The invention prints a personalized thank you letter for visiting the dealership and allows the salesperson to determine the best day for a telephone follow-up. The prospect may 'fir be marked for a three day follow-up. The record is then made part of the work list for the assigned day. The salesperson is prompted to call vn the assigned day and 2 o ask the prospect if their spouse is still planning on returning in a couple days. If so, the salesperson can schedule an appointment because the used car manager may have indicated that there is another buyer for the trade-in. This personalized approach more than doubles the return ratio. If a salesperson fails to make a fellow up as indicated the file goes immediately to a sales manager's daily work plan for review.
2 5 Prospect information gathered on this system has not been accessible yr assessable before. For example, the invention can record other vehicles in their Wit. - re .r<y. ' O ar ~' household. This nit only creates another service prospect but also cuts the trade cycle in half for future sales. Additionally, most lenders ask for at least three personal references on a credit application. Because this information is taken 3 0 electronically personalized letters will go out to these references letting them know that the dealership would like to provide them with the same great service that their friend or relative received. The system queues customers with the same work JRN 28 '99 01:29PM FLEHR HOHBRCH TEST P.~i58 number to prospect additional workera in the same company and a cross directory will allow for the solicitation of neighbors that are looking at the new car in the f~ ftxi.~~ a ,~, .1 driveway. Repeat, referral and reputation are still among the top reasons customers choose to do business at a particular dealership. Conventional tools did not allow for the ident'iftcation and active pursuit of these hat prospects. With the invention, current customers can easily be reassigned when there is employee turnover.
When, new incentives are announced, extensive sort features will identify those customers it rnpst likely interested in the current promotion. Data managed at an enterprise level can reduce direct marketing costs and improve response rate. Today's consumers 1 o can do all their research information from home. There is a steady increase in the number of consumers shopping by the Internet, e-mail, phone and referral services such as their credit union or auto club. It is increasingly important to manage prospects form every point of contact. The invention represents a product in the market designed exactly that way.
Additionally, sales person productivity is a big issue. lrighty percent of sales ~ ~, ~_-~~ ~ wc~rlcoceurs on the weekend and out of every 10 walk-ins only 2 will purchase vehicles. The challenge surrounds customer tracking and utilizing such information to leverage sales force and increase productivity. Most conventional dealerships operate a manual System that does not allow for short term and long term 2 o management of customers and does not allow for automatic manipulation of such information to maximize sales productivity by leveraging the value of such data.
The invention allows for timely collection of customer related information that is made available for management and that automatically plans activities for salespeople and controls such activity to maximize productivity. Based on the 2 5 information received concerning the customer, the invention can plan salesperson activity during down times and provide electronic work plan which is then forwarded to sales manager for review. For example, references are provided as part of credit application process. The invention extracts such information calls such references and determines whether they would be available for a vehicle and then °~ 3 or''~~~~~ 9 updates database for the future. If such reference had just bought a particular vehicle, reference can still become service related customer. In addition, based on A~7358IDCA 5 126424 JAN 28 '99 01:29PM FLEHR HOHBACH TEST ~ . P.8i58 the conversation regarding plans to keep vehicle, the system can issue a reminder when she is back in the market for such a vehicle.
An exemplary embodiment of a retail dealership management system for operation by dealership personnel comprises an inventory database configured to store information specific to a plurality of products in inventory, a customer database configured to store information specific to a plurality of customers who might be interested in a purchasing a product from the retail dealership and, for a least some of the customers, information regarding a specific product of interest selected from a group of products for sale, and a plurality of control procedures. A
user interface is operable by the dealership personnel. A processor with access to the inventory database and the custonnner database is configured to process the control procedures instructed via tt;e user interface to assist the dealership personnel in matching a product in the inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
~ 5 Another embodiment includes a finance database configured to store finance products for customers to finance the product for purchase by the customer.
The processor has access to the finance database and is further coztfigured to process the control procedures instructed via the user interface to assist the salesperson in ~p »,:... a matching a finance product in the finance database with the customer specific 2 p information in the customer database and the product for purchase by the customer.
Another embodiment includes an insurance database configured to store insurance products for customers to insure the product for purchase by the customer.
The processor has access to the insurance database and is further configured to process the control procedures instructed via the user interface to assist the 2 5 salesperson in matching an insurance product in the insurance database with the customer specific information in the customer database and the product for purchase by the customer.
Another embodiment includes an accounting database configured to store accounting information specific to the dealership management system. The 3 o processor is configured to generate an entry in the accounting database for each step taken by the dealership personnel and for each product purchased by a customer.
The dealership management personnel can review the records to determine each ,.x..~, 9 ,~~
JRN 28 '99 01-30PM FLEHR HOHBRCH TEST P.9i58 salesperson's productivity and the number of cars or amount of gross sales made by each salesperson.
Another embodiment employs the customer database to identify trigger events to generate work lists that inform the dealership personnel to perform predetermined actions. For example, a trigger event can be initiated by the customer's upcoming completion of a ~x~ar~ce term or lease term. The system would prompt the dealership personnel to contact the customer to determine whether the customer would like to purchase a new product and trade in the old product.
s ~st'~ s .~d~tional triggers can be set for maintenance intervals or other similar events.
1 o Advantages of the present invention include streamlined sales at the retail dealerships by providing a customer database than is accessible to all dealership personnel. The system, based on triggers, provides each salesperson with a daily work Iist of contacts to be made that day. The system provides follow-up maintenance letters and provides salesperson productivity reports. All these advantages help ih;e dealership management manage the sales force and other personnel very effectively.
BRIEF DESCRTPTrON OF THE FIGrURES
Additional advantages of the invention will become apparent upon reading 2 0 the following detailed description and upon reference to the drawings, in which:
Figure 1 depicts the physical system architecture according to an embodiment of the invention;
I~';.Wi.x~ fl ~J 61 Figure 2 depicts the functional system architecture according to an embodiment of the invention;
2 5 Figure 3 shows the data gathered by the system and entered and retrieved by dealership personnel interacting with the system;
Figure 4 shows the deal flow in the dealership;
Figures SA-D show an example user interface for the dealership personnel to enter customer data into the 9yStem;
3 o Figure 6 is a data structure for storing customer information in the system;
Figures 7A-E show an example user interface for the dealership personnel to enter customer data into the system;
A-67338~DCw 7 126424 ~p '' I-~-rcxCa' ~ ~;t a JRN 28 '99 01:30PM FLEHR HOHBRCH TEST P.10i58 a ,r~
Figure 8 shows a credit application generated by the system;
Figures 9A-H show an example user interface for the dealership personnel to enter trade-in data into the system;
Figure 10 is a data structure for storing trade-in information in the system;
Figures ilA-D show an example user interface for the dealership personnel to enter finance and insurance data into the system;
Figure 12 is a data structure for storing finance and insurance information in the system;
Figure 13 depicts the functional finance and insurance procedure according to an embodiment of the invention;
Figures 14A-B shows a data structure for storing salesperson information and a sample salesperson work list; and Figure 15 is a data structure for storing dealership information.
DETAILED DESCRIPTION
Exemplary embodiments are described with reference to specific con~gurativns. Those skilled in the art will appreciate that various changes and modifications can be made while remaining within the scope of the claims. For example, the exemplary embodiment is that of an automobile dealership but it is to 2 0 be understood that the invention applies to any retail dealership.
1. System Architecture The invention is intended to streamline the sales process in a retail dealership. Customer information will be available to all dealership personnel and 2 5 can be used for various aspects of sales and service in order to efficiently serve the ~,-,~>t~~ 9 c,~t~ner.
Figure 1 shows the system architecture 10 including a server 12 with a memory 14. The memory 14 stores programs and data as described below. The system has an accounting interface 1~ that communicates with an accounting system 3 o for generating accounts receivable, paychecks and other standard accounting functions. In some one aspect of the invention, the accounting interface is a computer communicating with a commercial accounting service such as ADP or A~67359lDCA
JRN 28 '99 e1:31PM FLEHR HOHBRCH TEST P.ili58 Reynolds & Reynolds. An Internet interface 18 communicates with the Internet to provide web-based services as described below. A spare interface 20 communicates _. ~ A. .1 with other networks as needed. While the Internet interface and spare interface are shown coupled to the server 12, in an alternate embodiment the client computers 22, 24, 26 can directly access other networks via modem.
Client computers 22, 24, 26 are the user interfaces divided by privilege level and location in the dealership. The client computers are typically computers such as Pentium class personal computers running Microsoft Windows. In one aspect of the invention, the application programs (described herein as procedures) run on the 1 o client computers and access data resident on the server. If the server is a powerful computer (e.g. mainframe), the user interfaces can be simple terminals with a monitor, keyboard and mouse. The dealership personnel log unto their respective client computers and are allowed to access information according to their privilege Ievel. For example, a salesperson may only have access to customer data, while a finance manager may have access to customer data and accounting data.
r.~ .--~_- ' ~ ~~ ~-, Figure 2 shows the functional architecture including a customer track proccdure 30 coupled to a database 34. The customer track procedure is used to enter and compile information on the dealership's customers and potential customers that is stored in the database 34. The database 34 includes an accounting database z o 34a and an information database 34b. Database 34a often includes some identical information as stored in database 34b, but is primarily used in conjunction with an accounting service such as ADP or Reynolds to maintain accounting records az~d to print checks for accounts payable and to maintain tax records. The database 34b can be stored on disk 14 while the database 34a can be accessed via accounting interface 2 5 16. The information database 34b includes component databases such as a customer database, an inventory database, a finance database, an insurance database and a reports database.
An inventory track procedure 40 is coupled to the database 34 and is used to enter and compile information on the dealership's product inventory that is stored in 3 o tie database 34. The dealership inventory can include new and used products, such as new cars and used cars. One aspect to the inventory procedure 40 is a value estimator using a value database such as Kelly Blue Book. For example, the value A-6~358ri7CA
JRN 28 '99 a1:92PM FLEHR HOHBRCH TEST P.12i58 of used products can be estimated when they are placed into inventory. This information is especially useful for trade-in transactions and for re-sale transactions.
A web track procedure 50 is coupled to the inventory track procedure 40 and conveys information from the inventory track procedure to an Internet server 52.
'1''ne vYeb track procedure 50 provides inventory information to the Internet server 52 that provides web pages to display the dealership's product inventory to potential customers over the Internet. Moreover, the web track procedure can also send out inventory information to other services such as Auto-By-Tel, Classifieds 2000 or other service. The Internet server 52 is also useful to receive inquiries from 1 o customers regarding the displayed products and to assist the dealership personnel in responding to potential customers. Inquiries are tracked by the Internet server and the web track procedure compiles web activity reports showing which web pages were reviewed and which products were reviewed.
A finance and insurance (F&I) procedure 60 is coupled to the database 34 15 and is used to access information on tk~e dealership's finance and insurance products.
Tlse F&I procedure 60 is made up of a finance procedure and an insurance procedure. The F&I procedure 60 has access to the customer information and can obtain credit reports, DMV driving record reports and other information to .~, ,r ,<,c.~, °
deterzr~ine the customer's ability to purchase a product from inventory. This 2 o inforrrzation is typically gained by access through spare interface 20 to a credit bureau, the DMV or other agency, although the client computer 24 can also be configured with another direct network interface such as a modem. The F&I
procedure 60 can store interest rates offered by various lenders and can calculate ~r various loan and lease options for the customer in order to match the customer with a 5 a finance product. The F&I procedure can also store insurance rates offered by various insurance companies and can calculate various insurance options for the customer in order to match the customer with an insurance product.
A report procedure 70 is contained within the customer track procedure 30 and is used to generate various reports for the dealership personnel. For example, 3 o the reports procedure can generate work lists for salespersons to follow up on customer prospects and can generate reports for the sales manager that shows the :a~ ?--~°t'"' 9 ~tuz~ber of leads generated by each salesperson, the number of demonstration rides w-6~3samca 10 ~z6azs ~r JRN 28 '99 01:32PM FLEHR HOHHRCH TEST P.13i58 given by each salesperson and the number of cars sold by each salesperson. The reports are generated based on triggers such as a date trigger.
2. Database Generation and Deal Flow Each of the databases is used to store information that the procedures 30, 40, 50, 60 and 70 can use to compile and process data. Each of the procedures explained above is employed during a typical deal between a customer and the retail ~a ,«i... a c~al~rship. Figure 3 shows the data gathered by the system 10 and entered and retrieved by dealership personnel interacting with the database 34. Figure 4 shows 1 o the deal flow in the dealership. The database generation and deal flow is described with reference to Figures 4 through 15.
Referring to Figure 4 steps I02 and 104, a Salesperson meets and greets a customer at the dealership to discuss products with the customer and escort the customer to a sales desk co~gured with a client computer 22. The salesperson will ask the customer for some personal information such as name and address and will enter this information into the database 34 using the customer track procedure 50.
'phe system can also stare an electronic copy of the customer's photograph in the customer information.
p'igure 5 shows an example user interface for the salesperson to enter the 2 4 data. In some cases, some of the data can be entered by swiping the customer's driver's license in those states where information is stored on the driver's license in ~E ><f~... a electronic form, such as in an magnetic strip. Moreover, in other cases when the customer is a repeat customer, the information can be retrieved from the database 34 by entering identifying information such as the customer's name or telephone 2 5 number.
The customer information entered into the user interface 22 is shown in Figure 6 as a data structure 202 in database 34. The data structure 202 is broken into several categories including general information 204, personal information 206, contact history 208, vehicle information 210 and related customers 212. Each of 3 0 these categories include elements as shown in Figure 6.
Once the salesperson and the customer have discussed possible products for sale, the salesperson enters a vehicle description into the user interface 22 and A-673581dCA 11 126424 -.r<xia~ fl ~, .n, "~ ,r K":k. ~ ,~,, ;1.._-JRN 28 99 81=38PM FLEHR HOHBRCH TEST P.14i58 retrieves a list of matching products (e.g. vehicles). The salesperson then escorts the eustoxxxer directly tv the vehicles with keys for the vehicles in hand. A
presentation and demonstration ride are then completed. If the customer agrees to purchase the vehicle, the salesperson completes an elecuonic credit application for the customer as shown in step 106 and Figures 7A-E. The credit information entered into the user interface 22 is shown in Figure 8 as a data structure 250 in database 34. At step 108, the salesperson obtains the customer's credit report. If the customer has a previous credit application or credit report on file, the salesperson can simply retrieve the prior application or report.
1 o If the customer has a trade-in vehicle, the salesperson invokes the inventory track procedure 40 at step 110 and enters the trade-in stock number and vehicle and r~.~xi~. ~ ,~. n identification number (VIN numbez) of the trade as shown in Figures 9A-H. The system decodes the VIN numbers (often called a VIN explosion) to automatically determine the year, make, model and other information regarding the trade~in vehicle. The vehicle information is shown in Figure 10 as a data structure 300 in database 34. The system 10 then references the vehicle against a value estimate database (such as Kelly Blue Bvok) and prints an appraisal slip at the sales manager's desk. The credit application may also be printed at the sales manager's desk for reference. The system flags existing credit reports for the sales manager.
2 o At step 112, the used car manager reviews the actual cash value (ACV) report and may review the customer's credit report at step 114. At step 116, the used car manager submits the ACV report into the system, which records an appraisal.
At step 118, the sales manager simply recalls the existing information and adjusts the deal terms based on negotiations with the customer, including a possible ,~ ~ f,~ ~7-~°~ ~ r~ervi~w of the credit report at step 120. The sales manager then reviews whether a trade is applicable in step 122 and if so, appraises the trade in step 124.
In step 126, the deal is submitted to the finance manager for review and a cap sheet is generated in step I28. Since all the necessary information is already stored in database 34, the finance manager can review the deal at the user interface 3 0 24. The system calculates the terms and set up charges involved in the deal that are predetermined by the dealership senior management as described in greater detail below.
A~6'7358lDGA 12 126424 JRN 28 '99 a1:39PM FLEHR HOHBRCH TEST P.15i58 Assuming the customer is interested in financing the purchase, the dealership .~, ~~, >t_,: ~.
,~., assists the customer in deciding among various finance products that ~t within the financial resources of the customer. Finance and insurance (often referred to as F&n includes loan products, lease products as well as insurance products and other related products. For example, the customer may want to include an extended warranty product that is valid for the full loan or lease term of the vehicle.
In step 128, the terms of the deal are passed to a finance manager who reviews the cap sheet and invokes the finance and insurance procedure 60 at step 130. The finance and insurance procedure 60 accesses the database 34 to recall 1 o available interest rates from selected lenders and the customer's credit report to determine what finance products are available for the customer. The initial terms of the ~nanee are entered into the user interface 24 as shown in Figures 11A-D.
The finance information entered into the user interface 24 is shown in Figure 12 as a data structure 350 in database 34. The data structure 350 includes all the :~° 1 ~a ~u~" 9 i~foi~nation that is either entered into the user interface or calculated by the system.
If the finance manager enters selected information into the F&I procedure 60 via the user interface 24, the system calculates some of the missing information. For example, the MSRP can be entered along with the APR and number of months, and the system will calculate the payments.
2 o Figure 13 shows the finance and insurance procedure b0 for calculating the finance and insurance information. 'When the finance manager and the customer discuss the various payment options and lenders, the finance manager can nuodify various parameters in the F&I procedure based on customer's financial qualifications and other issues (loan v. lease) to determine the best finance package for the 2 5 customer. The F&I procedure 60 will recalculate the parameters based on the new information. For example, if a customer wants a longer payment duration, the payment duration can be extended and the monthly payment will most likely decrease. The finance and insurance procedure can also freeze selected parameters ~y ~' /'~ rc:.i->, fl ~~
that are not to be recalculated. 1?or example, the customer may request that the 3 0 down payment be decreased and the payment duration remain the same. 'The finance and insurance procedure will recalculate the finance and will most likely raise the ending balloon payment or residual value of the vehicle. Additionally, the finance JAN 28 '99 e1:94PM FLEHR HOHBACH TEST P.16i58 and insurance procedure allows the finance manager and customer to review the alternatives between various products such as a loan product, a balloon payment product and a lease product by activating the buttons 342a, 342b and 342c, in Figure 11A, respectively. The finance and insurance procedure recalculates the various ~'~~1 ~ ~ parameters as necessary.
With respect to insurance, the finance manager can assist the customer in selecting among various insurance products that are available based vn the customers driving record and the desired coverage. When alI the terms are agreed upon, in steps 1.32, 134 and I36, the finance manager prints out the forms for the customer's 1o signature. The forms are signed by the customer and then transmitted (e.g.
by fax) to the selected lender and insurance company.
Once the transaction is completed, the trade-in vehicle is inspected by a dealership mechanic and conditioned far resale. When the vehicle is released as ready for resale, the vehicle information is automatically sent to the web track 15 procedure 50 for queuing on the Internet and Intranet sites for retail listing. This procedure is valuable as it avoids having used car or wholesale operations load and manage net based vehicle inventory. The process also allows dealer to capture used c,~r uiventory at the earliest possible moment and make directly available tv the buying public which directly improves turnover ratio and profitability. This is an 2 o advantage over other providers of used car Internet inventories that extract information from ADP or similar legacy systems that does not contain an accurate description of used vehicles associated with VIN number explosion capability.
Additionahy, once the transaction is completed, the customer information is automatically loaded into an electronic work plan for the salesperson tv assure that 2 5 all sold customers are contacted at required intervals such as maintenance intervals.
The follow-up contacts with the customer are described below under the heading Dealership Management and Report Generation.
3. Dealership Management and Report Generation 3 o Dealership management is an important aspect of the invention. This concept includes both personnel management as well as financial management. The ~hrsonnel aspects of the invention provides detailed and timely information about A-67338~DCA 14 msaxa ~r JRN 28 '99 01:34PM FLEHR HOHHRCH TEST P.i~i58 department productivity and generates work lists for the various departments using the report procedure 70. The personnel records can be broken down by each person at the dealership. The financial aspects of the invention provide detailed and timely information about the inventory sold and the inventory taken as trade-ins as well as profit statements.
The system compiles activity records for each of the salespersons in the report procedure 70. Figure 14A shows a data structure 400 that includes elements ,~,,».:.~ 9 ~r pach of the customers met by the salesperson, each of the customers that the salesperson took on a demonstration ride, each of the customers who completed a l o finance and insurance deal, the total sales closed by the salesperson, the gross profits attributable to the salesperson and the grass commissions to be paid to the salesperson.
A work list painter 414 is also associated with the salesperson and includes work list information for that salesperson. A sample work list is depicted in Figure 148. The work lists can be generated by a trigger on a periodic basis, e.g.
daily, showing what follow-up contacts should be made by the salesperson that day, what types of letters should be mailed out by the salesperson and so on. For example, a work list can be generated based on information in the database 34 such as all customers who purchased a car ~ months ago so that a phone call can be placed or a 2 0 letter can be generated and mailed to the customer to make sure that the customer is satisfied with the new car that was purchased. Another work list item includes tasks r' ~~ f~ 4 0~ placing calls or sending letters to customers whose Ioan or lease will be completed in the upcoming months and asking if they would like assistance in obtaining a new vehicle. Still other work Iist items include tasks such as placing a call or mailing a z 5 letter when a child in the household becomes of driving age and asking if the dealership can assist in finding an appropriate car for the new driver.
Additional work lists are created for other departments such as the fiaance department that may want to contact customers when loan rates drop or when lease terms will be completed in the upcoming months. For example, the finance 3 0 manager may be able to extend a customer's lease at a rate that is attractive to the customer.
~~ ncotr' fl ~,~
~~~~JRN 28 '99 01:35PM FLEHR HOHBRCH TEST P.18i58 'Work lists with also be generated for the maintenance department to place calls or send out letters to customers who may require periodic or scheduled maintenance. For each product sold, the database 34 includes a predetermined maintenance schedule for the product and the system automatically generates a reminder letter to remind the customer to schedule an appointment for service.
The reminder letter to the customer to bring the vehicle in for service assists the dealership in keeping the customer loyal and happy and in keeping the vehicles well maintained for optimal re-sale as a used ear when the customer trades in the car.
The parts department cant also use the work lists to insure that sufficient parts are in stock for upcoming maintenance of prospective vehicles. For example, if a large number of vehicles are expected to need oil changes, the parts department will have a work list that includes the need to insure that enough oil is in stock.
Moreover, the parts department can connect to the vehicle manufacturers via the Internet interface 18 or spare interface 20 to order parts that are included on their work list.
With respect to the financial aspects of the invention, dealership management can review the sales force performance of each salesperson and their number of contacts, demonstration drives, etc. contained in data structure 400. The dealership management will have access via the user interface 26 to access a data structure 450 2 o that includes pointers to each of the salesperson's records 400.
Additionally, the dealership management can, review accounting information including profit information at any time (rather than simply at the end of the month).
A goal of the invention is to overcome the identified limitations in 3 o conventional retail dealership management. 'that is needed is a retail management system that streamlines the sales process and that allows the customer information to be stored in a database for retrieval by all dealership personnel. rn this manner, the A~673381DCA 2 17.642A
JRN 28 '99 01:28PM FLEHR HOHBRCH TEST P.5i58 ' customer need only discuss specific information with vne salesperson and that information is available for all personnel to assist in matching products with the customer's needs and the customer's ability to finance and insure the product.
Moreover, once a sale is completed, the information is instantly available to the other dealership personnel that can use the data for inventory tracking, accounting and other services.
SUMMARY
The invention overcomes the identified problems and provides a dealership ~. ~r.~>:.~.9 ,~. :, 1 o management system that improves the productivity of the sales process. The invention retains customer contact information, reduces repetitive data entry, allows salespersons to effectively sell products, correlates actions of the sales force with accounting and provides a tool to quickly negotiate with the customer to arrive at mutually agreeable terms. Tn addition, the invention provides the retail dealership Z 5 with timely accounting to track sales of products in inventory, a mechanism to generate work lists to assist the dealership personnel in improving productivity and other features described below.
Automotive dealers have recognized the importance of relationship selling in the last decade since attracting new customers is becoming cost prohibitive.
The 2 0 invention focuses on retaining current customers a~ad building on existing customer relationships. One tool that is missing from corwentional techniques is a robust contact management system. The invention solves this problem by storing ~, ~ ,~,t... 9 in~~or~ation that chronologies the history that each customer has with the dealership.
Armed with this information the dealership personnel can have a much more warm 2 5 and intelligent conversation with the customer. For example, a salesperson can review a customer's service history or sale terms of their present vehicle in order to help recommend an appropriate replacement. Personal notes, such as a birthday, number of family members, work, hobbies, and mileage driven are au maintained and useful in helping a customer deternnine the best vehicle and terms for their 3 o needs. During the buying process the customer may return two or three times before making a purchase. Conventional systems do not organize the storage of notes regarding previous conversations or agreements, so often negotiations must ~.sr~ssrncw 3 ia~a~a ~ ,~-~.:... a ,~., JRN 28 '99 a1:28PM FLEHR HOHBRCH TEST P.6i58 ~-><xz... 9 w, n start all over again. One powerful use of the invention is in managing the prospective customers who have made an initial contact with the dealership but have not yet purchased a product. Current closing ratios in an average dealership are in the 2096 range. Out of the 8096 of customers why do not purchase in the initial visit, few if any are recorded in a follow up system. Traditional follow up methods are a guest log, with limited information and maintained for 72 hours of follow up.
Salespeople werc taught to follow up the very next day regardless of the conversation that may have taken place. However, salespeople seldom remember details of even yestcrdays conversations so follow up calls are often awkward and 1.0 ineffective. The invention allow the salesperson to enter personal information about each prospect, vehicle preferences and hot buttons. For example, a note can be entered to indicate that a prospective customer likes a specific new vehicle but is r~ "x'.~~ ° Hoping to get a little more for their trade and will not make a decision until their spouse returns at the end of the week. Traditional follow up would be a phone call the next day asking if the prospect if he/she had made a decision yet. The invention prints a personalized thank you letter for visiting the dealership and allows the salesperson to determine the best day for a telephone follow-up. The prospect may 'fir be marked for a three day follow-up. The record is then made part of the work list for the assigned day. The salesperson is prompted to call vn the assigned day and 2 o ask the prospect if their spouse is still planning on returning in a couple days. If so, the salesperson can schedule an appointment because the used car manager may have indicated that there is another buyer for the trade-in. This personalized approach more than doubles the return ratio. If a salesperson fails to make a fellow up as indicated the file goes immediately to a sales manager's daily work plan for review.
2 5 Prospect information gathered on this system has not been accessible yr assessable before. For example, the invention can record other vehicles in their Wit. - re .r<y. ' O ar ~' household. This nit only creates another service prospect but also cuts the trade cycle in half for future sales. Additionally, most lenders ask for at least three personal references on a credit application. Because this information is taken 3 0 electronically personalized letters will go out to these references letting them know that the dealership would like to provide them with the same great service that their friend or relative received. The system queues customers with the same work JRN 28 '99 01:29PM FLEHR HOHBRCH TEST P.~i58 number to prospect additional workera in the same company and a cross directory will allow for the solicitation of neighbors that are looking at the new car in the f~ ftxi.~~ a ,~, .1 driveway. Repeat, referral and reputation are still among the top reasons customers choose to do business at a particular dealership. Conventional tools did not allow for the ident'iftcation and active pursuit of these hat prospects. With the invention, current customers can easily be reassigned when there is employee turnover.
When, new incentives are announced, extensive sort features will identify those customers it rnpst likely interested in the current promotion. Data managed at an enterprise level can reduce direct marketing costs and improve response rate. Today's consumers 1 o can do all their research information from home. There is a steady increase in the number of consumers shopping by the Internet, e-mail, phone and referral services such as their credit union or auto club. It is increasingly important to manage prospects form every point of contact. The invention represents a product in the market designed exactly that way.
Additionally, sales person productivity is a big issue. lrighty percent of sales ~ ~, ~_-~~ ~ wc~rlcoceurs on the weekend and out of every 10 walk-ins only 2 will purchase vehicles. The challenge surrounds customer tracking and utilizing such information to leverage sales force and increase productivity. Most conventional dealerships operate a manual System that does not allow for short term and long term 2 o management of customers and does not allow for automatic manipulation of such information to maximize sales productivity by leveraging the value of such data.
The invention allows for timely collection of customer related information that is made available for management and that automatically plans activities for salespeople and controls such activity to maximize productivity. Based on the 2 5 information received concerning the customer, the invention can plan salesperson activity during down times and provide electronic work plan which is then forwarded to sales manager for review. For example, references are provided as part of credit application process. The invention extracts such information calls such references and determines whether they would be available for a vehicle and then °~ 3 or''~~~~~ 9 updates database for the future. If such reference had just bought a particular vehicle, reference can still become service related customer. In addition, based on A~7358IDCA 5 126424 JAN 28 '99 01:29PM FLEHR HOHBACH TEST ~ . P.8i58 the conversation regarding plans to keep vehicle, the system can issue a reminder when she is back in the market for such a vehicle.
An exemplary embodiment of a retail dealership management system for operation by dealership personnel comprises an inventory database configured to store information specific to a plurality of products in inventory, a customer database configured to store information specific to a plurality of customers who might be interested in a purchasing a product from the retail dealership and, for a least some of the customers, information regarding a specific product of interest selected from a group of products for sale, and a plurality of control procedures. A
user interface is operable by the dealership personnel. A processor with access to the inventory database and the custonnner database is configured to process the control procedures instructed via tt;e user interface to assist the dealership personnel in matching a product in the inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
~ 5 Another embodiment includes a finance database configured to store finance products for customers to finance the product for purchase by the customer.
The processor has access to the finance database and is further coztfigured to process the control procedures instructed via the user interface to assist the salesperson in ~p »,:... a matching a finance product in the finance database with the customer specific 2 p information in the customer database and the product for purchase by the customer.
Another embodiment includes an insurance database configured to store insurance products for customers to insure the product for purchase by the customer.
The processor has access to the insurance database and is further configured to process the control procedures instructed via the user interface to assist the 2 5 salesperson in matching an insurance product in the insurance database with the customer specific information in the customer database and the product for purchase by the customer.
Another embodiment includes an accounting database configured to store accounting information specific to the dealership management system. The 3 o processor is configured to generate an entry in the accounting database for each step taken by the dealership personnel and for each product purchased by a customer.
The dealership management personnel can review the records to determine each ,.x..~, 9 ,~~
JRN 28 '99 01-30PM FLEHR HOHBRCH TEST P.9i58 salesperson's productivity and the number of cars or amount of gross sales made by each salesperson.
Another embodiment employs the customer database to identify trigger events to generate work lists that inform the dealership personnel to perform predetermined actions. For example, a trigger event can be initiated by the customer's upcoming completion of a ~x~ar~ce term or lease term. The system would prompt the dealership personnel to contact the customer to determine whether the customer would like to purchase a new product and trade in the old product.
s ~st'~ s .~d~tional triggers can be set for maintenance intervals or other similar events.
1 o Advantages of the present invention include streamlined sales at the retail dealerships by providing a customer database than is accessible to all dealership personnel. The system, based on triggers, provides each salesperson with a daily work Iist of contacts to be made that day. The system provides follow-up maintenance letters and provides salesperson productivity reports. All these advantages help ih;e dealership management manage the sales force and other personnel very effectively.
BRIEF DESCRTPTrON OF THE FIGrURES
Additional advantages of the invention will become apparent upon reading 2 0 the following detailed description and upon reference to the drawings, in which:
Figure 1 depicts the physical system architecture according to an embodiment of the invention;
I~';.Wi.x~ fl ~J 61 Figure 2 depicts the functional system architecture according to an embodiment of the invention;
2 5 Figure 3 shows the data gathered by the system and entered and retrieved by dealership personnel interacting with the system;
Figure 4 shows the deal flow in the dealership;
Figures SA-D show an example user interface for the dealership personnel to enter customer data into the 9yStem;
3 o Figure 6 is a data structure for storing customer information in the system;
Figures 7A-E show an example user interface for the dealership personnel to enter customer data into the system;
A-67338~DCw 7 126424 ~p '' I-~-rcxCa' ~ ~;t a JRN 28 '99 01:30PM FLEHR HOHBRCH TEST P.10i58 a ,r~
Figure 8 shows a credit application generated by the system;
Figures 9A-H show an example user interface for the dealership personnel to enter trade-in data into the system;
Figure 10 is a data structure for storing trade-in information in the system;
Figures ilA-D show an example user interface for the dealership personnel to enter finance and insurance data into the system;
Figure 12 is a data structure for storing finance and insurance information in the system;
Figure 13 depicts the functional finance and insurance procedure according to an embodiment of the invention;
Figures 14A-B shows a data structure for storing salesperson information and a sample salesperson work list; and Figure 15 is a data structure for storing dealership information.
DETAILED DESCRIPTION
Exemplary embodiments are described with reference to specific con~gurativns. Those skilled in the art will appreciate that various changes and modifications can be made while remaining within the scope of the claims. For example, the exemplary embodiment is that of an automobile dealership but it is to 2 0 be understood that the invention applies to any retail dealership.
1. System Architecture The invention is intended to streamline the sales process in a retail dealership. Customer information will be available to all dealership personnel and 2 5 can be used for various aspects of sales and service in order to efficiently serve the ~,-,~>t~~ 9 c,~t~ner.
Figure 1 shows the system architecture 10 including a server 12 with a memory 14. The memory 14 stores programs and data as described below. The system has an accounting interface 1~ that communicates with an accounting system 3 o for generating accounts receivable, paychecks and other standard accounting functions. In some one aspect of the invention, the accounting interface is a computer communicating with a commercial accounting service such as ADP or A~67359lDCA
JRN 28 '99 e1:31PM FLEHR HOHBRCH TEST P.ili58 Reynolds & Reynolds. An Internet interface 18 communicates with the Internet to provide web-based services as described below. A spare interface 20 communicates _. ~ A. .1 with other networks as needed. While the Internet interface and spare interface are shown coupled to the server 12, in an alternate embodiment the client computers 22, 24, 26 can directly access other networks via modem.
Client computers 22, 24, 26 are the user interfaces divided by privilege level and location in the dealership. The client computers are typically computers such as Pentium class personal computers running Microsoft Windows. In one aspect of the invention, the application programs (described herein as procedures) run on the 1 o client computers and access data resident on the server. If the server is a powerful computer (e.g. mainframe), the user interfaces can be simple terminals with a monitor, keyboard and mouse. The dealership personnel log unto their respective client computers and are allowed to access information according to their privilege Ievel. For example, a salesperson may only have access to customer data, while a finance manager may have access to customer data and accounting data.
r.~ .--~_- ' ~ ~~ ~-, Figure 2 shows the functional architecture including a customer track proccdure 30 coupled to a database 34. The customer track procedure is used to enter and compile information on the dealership's customers and potential customers that is stored in the database 34. The database 34 includes an accounting database z o 34a and an information database 34b. Database 34a often includes some identical information as stored in database 34b, but is primarily used in conjunction with an accounting service such as ADP or Reynolds to maintain accounting records az~d to print checks for accounts payable and to maintain tax records. The database 34b can be stored on disk 14 while the database 34a can be accessed via accounting interface 2 5 16. The information database 34b includes component databases such as a customer database, an inventory database, a finance database, an insurance database and a reports database.
An inventory track procedure 40 is coupled to the database 34 and is used to enter and compile information on the dealership's product inventory that is stored in 3 o tie database 34. The dealership inventory can include new and used products, such as new cars and used cars. One aspect to the inventory procedure 40 is a value estimator using a value database such as Kelly Blue Book. For example, the value A-6~358ri7CA
JRN 28 '99 a1:92PM FLEHR HOHBRCH TEST P.12i58 of used products can be estimated when they are placed into inventory. This information is especially useful for trade-in transactions and for re-sale transactions.
A web track procedure 50 is coupled to the inventory track procedure 40 and conveys information from the inventory track procedure to an Internet server 52.
'1''ne vYeb track procedure 50 provides inventory information to the Internet server 52 that provides web pages to display the dealership's product inventory to potential customers over the Internet. Moreover, the web track procedure can also send out inventory information to other services such as Auto-By-Tel, Classifieds 2000 or other service. The Internet server 52 is also useful to receive inquiries from 1 o customers regarding the displayed products and to assist the dealership personnel in responding to potential customers. Inquiries are tracked by the Internet server and the web track procedure compiles web activity reports showing which web pages were reviewed and which products were reviewed.
A finance and insurance (F&I) procedure 60 is coupled to the database 34 15 and is used to access information on tk~e dealership's finance and insurance products.
Tlse F&I procedure 60 is made up of a finance procedure and an insurance procedure. The F&I procedure 60 has access to the customer information and can obtain credit reports, DMV driving record reports and other information to .~, ,r ,<,c.~, °
deterzr~ine the customer's ability to purchase a product from inventory. This 2 o inforrrzation is typically gained by access through spare interface 20 to a credit bureau, the DMV or other agency, although the client computer 24 can also be configured with another direct network interface such as a modem. The F&I
procedure 60 can store interest rates offered by various lenders and can calculate ~r various loan and lease options for the customer in order to match the customer with a 5 a finance product. The F&I procedure can also store insurance rates offered by various insurance companies and can calculate various insurance options for the customer in order to match the customer with an insurance product.
A report procedure 70 is contained within the customer track procedure 30 and is used to generate various reports for the dealership personnel. For example, 3 o the reports procedure can generate work lists for salespersons to follow up on customer prospects and can generate reports for the sales manager that shows the :a~ ?--~°t'"' 9 ~tuz~ber of leads generated by each salesperson, the number of demonstration rides w-6~3samca 10 ~z6azs ~r JRN 28 '99 01:32PM FLEHR HOHHRCH TEST P.13i58 given by each salesperson and the number of cars sold by each salesperson. The reports are generated based on triggers such as a date trigger.
2. Database Generation and Deal Flow Each of the databases is used to store information that the procedures 30, 40, 50, 60 and 70 can use to compile and process data. Each of the procedures explained above is employed during a typical deal between a customer and the retail ~a ,«i... a c~al~rship. Figure 3 shows the data gathered by the system 10 and entered and retrieved by dealership personnel interacting with the database 34. Figure 4 shows 1 o the deal flow in the dealership. The database generation and deal flow is described with reference to Figures 4 through 15.
Referring to Figure 4 steps I02 and 104, a Salesperson meets and greets a customer at the dealership to discuss products with the customer and escort the customer to a sales desk co~gured with a client computer 22. The salesperson will ask the customer for some personal information such as name and address and will enter this information into the database 34 using the customer track procedure 50.
'phe system can also stare an electronic copy of the customer's photograph in the customer information.
p'igure 5 shows an example user interface for the salesperson to enter the 2 4 data. In some cases, some of the data can be entered by swiping the customer's driver's license in those states where information is stored on the driver's license in ~E ><f~... a electronic form, such as in an magnetic strip. Moreover, in other cases when the customer is a repeat customer, the information can be retrieved from the database 34 by entering identifying information such as the customer's name or telephone 2 5 number.
The customer information entered into the user interface 22 is shown in Figure 6 as a data structure 202 in database 34. The data structure 202 is broken into several categories including general information 204, personal information 206, contact history 208, vehicle information 210 and related customers 212. Each of 3 0 these categories include elements as shown in Figure 6.
Once the salesperson and the customer have discussed possible products for sale, the salesperson enters a vehicle description into the user interface 22 and A-673581dCA 11 126424 -.r<xia~ fl ~, .n, "~ ,r K":k. ~ ,~,, ;1.._-JRN 28 99 81=38PM FLEHR HOHBRCH TEST P.14i58 retrieves a list of matching products (e.g. vehicles). The salesperson then escorts the eustoxxxer directly tv the vehicles with keys for the vehicles in hand. A
presentation and demonstration ride are then completed. If the customer agrees to purchase the vehicle, the salesperson completes an elecuonic credit application for the customer as shown in step 106 and Figures 7A-E. The credit information entered into the user interface 22 is shown in Figure 8 as a data structure 250 in database 34. At step 108, the salesperson obtains the customer's credit report. If the customer has a previous credit application or credit report on file, the salesperson can simply retrieve the prior application or report.
1 o If the customer has a trade-in vehicle, the salesperson invokes the inventory track procedure 40 at step 110 and enters the trade-in stock number and vehicle and r~.~xi~. ~ ,~. n identification number (VIN numbez) of the trade as shown in Figures 9A-H. The system decodes the VIN numbers (often called a VIN explosion) to automatically determine the year, make, model and other information regarding the trade~in vehicle. The vehicle information is shown in Figure 10 as a data structure 300 in database 34. The system 10 then references the vehicle against a value estimate database (such as Kelly Blue Bvok) and prints an appraisal slip at the sales manager's desk. The credit application may also be printed at the sales manager's desk for reference. The system flags existing credit reports for the sales manager.
2 o At step 112, the used car manager reviews the actual cash value (ACV) report and may review the customer's credit report at step 114. At step 116, the used car manager submits the ACV report into the system, which records an appraisal.
At step 118, the sales manager simply recalls the existing information and adjusts the deal terms based on negotiations with the customer, including a possible ,~ ~ f,~ ~7-~°~ ~ r~ervi~w of the credit report at step 120. The sales manager then reviews whether a trade is applicable in step 122 and if so, appraises the trade in step 124.
In step 126, the deal is submitted to the finance manager for review and a cap sheet is generated in step I28. Since all the necessary information is already stored in database 34, the finance manager can review the deal at the user interface 3 0 24. The system calculates the terms and set up charges involved in the deal that are predetermined by the dealership senior management as described in greater detail below.
A~6'7358lDGA 12 126424 JRN 28 '99 a1:39PM FLEHR HOHBRCH TEST P.15i58 Assuming the customer is interested in financing the purchase, the dealership .~, ~~, >t_,: ~.
,~., assists the customer in deciding among various finance products that ~t within the financial resources of the customer. Finance and insurance (often referred to as F&n includes loan products, lease products as well as insurance products and other related products. For example, the customer may want to include an extended warranty product that is valid for the full loan or lease term of the vehicle.
In step 128, the terms of the deal are passed to a finance manager who reviews the cap sheet and invokes the finance and insurance procedure 60 at step 130. The finance and insurance procedure 60 accesses the database 34 to recall 1 o available interest rates from selected lenders and the customer's credit report to determine what finance products are available for the customer. The initial terms of the ~nanee are entered into the user interface 24 as shown in Figures 11A-D.
The finance information entered into the user interface 24 is shown in Figure 12 as a data structure 350 in database 34. The data structure 350 includes all the :~° 1 ~a ~u~" 9 i~foi~nation that is either entered into the user interface or calculated by the system.
If the finance manager enters selected information into the F&I procedure 60 via the user interface 24, the system calculates some of the missing information. For example, the MSRP can be entered along with the APR and number of months, and the system will calculate the payments.
2 o Figure 13 shows the finance and insurance procedure b0 for calculating the finance and insurance information. 'When the finance manager and the customer discuss the various payment options and lenders, the finance manager can nuodify various parameters in the F&I procedure based on customer's financial qualifications and other issues (loan v. lease) to determine the best finance package for the 2 5 customer. The F&I procedure 60 will recalculate the parameters based on the new information. For example, if a customer wants a longer payment duration, the payment duration can be extended and the monthly payment will most likely decrease. The finance and insurance procedure can also freeze selected parameters ~y ~' /'~ rc:.i->, fl ~~
that are not to be recalculated. 1?or example, the customer may request that the 3 0 down payment be decreased and the payment duration remain the same. 'The finance and insurance procedure will recalculate the finance and will most likely raise the ending balloon payment or residual value of the vehicle. Additionally, the finance JAN 28 '99 e1:94PM FLEHR HOHBACH TEST P.16i58 and insurance procedure allows the finance manager and customer to review the alternatives between various products such as a loan product, a balloon payment product and a lease product by activating the buttons 342a, 342b and 342c, in Figure 11A, respectively. The finance and insurance procedure recalculates the various ~'~~1 ~ ~ parameters as necessary.
With respect to insurance, the finance manager can assist the customer in selecting among various insurance products that are available based vn the customers driving record and the desired coverage. When alI the terms are agreed upon, in steps 1.32, 134 and I36, the finance manager prints out the forms for the customer's 1o signature. The forms are signed by the customer and then transmitted (e.g.
by fax) to the selected lender and insurance company.
Once the transaction is completed, the trade-in vehicle is inspected by a dealership mechanic and conditioned far resale. When the vehicle is released as ready for resale, the vehicle information is automatically sent to the web track 15 procedure 50 for queuing on the Internet and Intranet sites for retail listing. This procedure is valuable as it avoids having used car or wholesale operations load and manage net based vehicle inventory. The process also allows dealer to capture used c,~r uiventory at the earliest possible moment and make directly available tv the buying public which directly improves turnover ratio and profitability. This is an 2 o advantage over other providers of used car Internet inventories that extract information from ADP or similar legacy systems that does not contain an accurate description of used vehicles associated with VIN number explosion capability.
Additionahy, once the transaction is completed, the customer information is automatically loaded into an electronic work plan for the salesperson tv assure that 2 5 all sold customers are contacted at required intervals such as maintenance intervals.
The follow-up contacts with the customer are described below under the heading Dealership Management and Report Generation.
3. Dealership Management and Report Generation 3 o Dealership management is an important aspect of the invention. This concept includes both personnel management as well as financial management. The ~hrsonnel aspects of the invention provides detailed and timely information about A-67338~DCA 14 msaxa ~r JRN 28 '99 01:34PM FLEHR HOHHRCH TEST P.i~i58 department productivity and generates work lists for the various departments using the report procedure 70. The personnel records can be broken down by each person at the dealership. The financial aspects of the invention provide detailed and timely information about the inventory sold and the inventory taken as trade-ins as well as profit statements.
The system compiles activity records for each of the salespersons in the report procedure 70. Figure 14A shows a data structure 400 that includes elements ,~,,».:.~ 9 ~r pach of the customers met by the salesperson, each of the customers that the salesperson took on a demonstration ride, each of the customers who completed a l o finance and insurance deal, the total sales closed by the salesperson, the gross profits attributable to the salesperson and the grass commissions to be paid to the salesperson.
A work list painter 414 is also associated with the salesperson and includes work list information for that salesperson. A sample work list is depicted in Figure 148. The work lists can be generated by a trigger on a periodic basis, e.g.
daily, showing what follow-up contacts should be made by the salesperson that day, what types of letters should be mailed out by the salesperson and so on. For example, a work list can be generated based on information in the database 34 such as all customers who purchased a car ~ months ago so that a phone call can be placed or a 2 0 letter can be generated and mailed to the customer to make sure that the customer is satisfied with the new car that was purchased. Another work list item includes tasks r' ~~ f~ 4 0~ placing calls or sending letters to customers whose Ioan or lease will be completed in the upcoming months and asking if they would like assistance in obtaining a new vehicle. Still other work Iist items include tasks such as placing a call or mailing a z 5 letter when a child in the household becomes of driving age and asking if the dealership can assist in finding an appropriate car for the new driver.
Additional work lists are created for other departments such as the fiaance department that may want to contact customers when loan rates drop or when lease terms will be completed in the upcoming months. For example, the finance 3 0 manager may be able to extend a customer's lease at a rate that is attractive to the customer.
~~ ncotr' fl ~,~
~~~~JRN 28 '99 01:35PM FLEHR HOHBRCH TEST P.18i58 'Work lists with also be generated for the maintenance department to place calls or send out letters to customers who may require periodic or scheduled maintenance. For each product sold, the database 34 includes a predetermined maintenance schedule for the product and the system automatically generates a reminder letter to remind the customer to schedule an appointment for service.
The reminder letter to the customer to bring the vehicle in for service assists the dealership in keeping the customer loyal and happy and in keeping the vehicles well maintained for optimal re-sale as a used ear when the customer trades in the car.
The parts department cant also use the work lists to insure that sufficient parts are in stock for upcoming maintenance of prospective vehicles. For example, if a large number of vehicles are expected to need oil changes, the parts department will have a work list that includes the need to insure that enough oil is in stock.
Moreover, the parts department can connect to the vehicle manufacturers via the Internet interface 18 or spare interface 20 to order parts that are included on their work list.
With respect to the financial aspects of the invention, dealership management can review the sales force performance of each salesperson and their number of contacts, demonstration drives, etc. contained in data structure 400. The dealership management will have access via the user interface 26 to access a data structure 450 2 o that includes pointers to each of the salesperson's records 400.
Additionally, the dealership management can, review accounting information including profit information at any time (rather than simply at the end of the month).
4. Internet Applications for Dealerships 2 ~H=r.~~ a ,r:~ . The invention allows dealerships to capture information about their inventory and deliver the data to an Internet site, such as Internet server 52, for display on the Internet. In one aspect of the invention, the dealership can add, through the inventory procedure 40, products on the Internet or from other locations. The information uploaded via Internet interface 18 by the web track procedure 50 3 o includes detailed information on the dealership inventory and is updated by the inventory track procedure 40 each time a new vehicle is added, for example by a trade-in. The web track procedure and Internet server allows customers to review w-67358IDCA 16 126424 JRN 28 '99 81=35PM FLEHR HOHBRCH TEST P.19i58 "'~ r' ~'~~ ° t~i'e inventory and also provides a mechanism for customers to inquire about the vehicles in inventory.
5. Other application interfaces (DMV, MFR, parts) Additional interfaces for the system are to the department of motor vehicles (DMV) and to the manufacturer. The DMV interface can be useful since it allows the vehicle records to be accessed electronically and for the vehicles to be registered electronically. This speeds up the registration process. Additionally, the DMV
records can confirm that the lienholder on a prospective trade-in vehicle has been paid in full and that the custourer has the legal authority to trade-in the vehicle.
The manufacturer interface can be useful for identifying all aspects of the product and for ordering new products when the inventory becomes low. The system provides immediate information tv dealership personnel regarding the ~~tmber of vehicles sold and therefore, orders can be placed any time of the month, ~.5 rather than at the end of the month as in conventional dealerships.
Additionally, the system allows the parts department to order parts as needed and for the maintenance department to review the latest reports on each vehicle including any safety updates.
5. Conclusion 2 0 The invention provides many advantages over known techniques.
Advantages of the invention include streamlined sales at the retail dealerships by providing a customer database than is accessible to all dealership personnel.
The system, based on triggers, provides each salesperson with a daily work list of cpntacts to be made that day. The system provides follow-up maintenance letters 2 5 and provides salesperson productivity rep4rts. All these advantages help the dealership management manage the sales force and other personnel very effectively.
. Having disclosed exemplary embodiments and the best mode, modifications ~'f' ''°' - ° ~d variations may be made to the disclosed embodiments while remaining within the scope of the invention as defined by the following claims.
~-cr3ssrxn 17 ~asaas
records can confirm that the lienholder on a prospective trade-in vehicle has been paid in full and that the custourer has the legal authority to trade-in the vehicle.
The manufacturer interface can be useful for identifying all aspects of the product and for ordering new products when the inventory becomes low. The system provides immediate information tv dealership personnel regarding the ~~tmber of vehicles sold and therefore, orders can be placed any time of the month, ~.5 rather than at the end of the month as in conventional dealerships.
Additionally, the system allows the parts department to order parts as needed and for the maintenance department to review the latest reports on each vehicle including any safety updates.
5. Conclusion 2 0 The invention provides many advantages over known techniques.
Advantages of the invention include streamlined sales at the retail dealerships by providing a customer database than is accessible to all dealership personnel.
The system, based on triggers, provides each salesperson with a daily work list of cpntacts to be made that day. The system provides follow-up maintenance letters 2 5 and provides salesperson productivity rep4rts. All these advantages help the dealership management manage the sales force and other personnel very effectively.
. Having disclosed exemplary embodiments and the best mode, modifications ~'f' ''°' - ° ~d variations may be made to the disclosed embodiments while remaining within the scope of the invention as defined by the following claims.
~-cr3ssrxn 17 ~asaas
Claims (30)
1. A retail dealership management system for operation by dealership personnel comprising:
an inventory database configured to store information specific to a plurality of products in inventory;
a customer database configured to store information specific to a plurality of customers who might be interested in a purchasing a product from the retail dealership including, for a least some of the customers, information regarding a specific product of interest selected from a group of products for sale;
a plurality of control procedures including a customer track procedure;
a user interface operable by dealership personnel; and a processor with access to the inventory database and the customer database and configured to process the control procedures instructed via the user interface to assist the dealership personnel in matching a product in the inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
an inventory database configured to store information specific to a plurality of products in inventory;
a customer database configured to store information specific to a plurality of customers who might be interested in a purchasing a product from the retail dealership including, for a least some of the customers, information regarding a specific product of interest selected from a group of products for sale;
a plurality of control procedures including a customer track procedure;
a user interface operable by dealership personnel; and a processor with access to the inventory database and the customer database and configured to process the control procedures instructed via the user interface to assist the dealership personnel in matching a product in the inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
2. The retail dealership management system of claim 1, wherein:
the control procedures include an inventory procedure; and the processor is configured to update the inventory database when a transaction is made between the dealership and the customer.
the control procedures include an inventory procedure; and the processor is configured to update the inventory database when a transaction is made between the dealership and the customer.
3. The retail dealership management system of claim 2, wherein:
the processor is further configured to determine a value of a trade-in by comparing a trade-in based at least in part on it's VIN number to a database of values representative of the trade-in depending on attributes of the trade-in.
the processor is further configured to determine a value of a trade-in by comparing a trade-in based at least in part on it's VIN number to a database of values representative of the trade-in depending on attributes of the trade-in.
4. The retail dealership management system of claim 1, further comprising;
a finance database configured to store finance products for customers to finance the product for purchase by the customer;
wherein the control procedures further includes a finance procedure; and wherein the processor has access to the finance database and is further configured to process the control procedures instructed via the user interface to assist the dealership personnel in matching a finance product in the finance database with the customer specific information in the customer database and the product for purchase by the customer.
a finance database configured to store finance products for customers to finance the product for purchase by the customer;
wherein the control procedures further includes a finance procedure; and wherein the processor has access to the finance database and is further configured to process the control procedures instructed via the user interface to assist the dealership personnel in matching a finance product in the finance database with the customer specific information in the customer database and the product for purchase by the customer.
5. The retail dealership management system of claim 4, further comprising:
an insurance database configured to store insurance products for customers to insure the product for purchase by the customer;
wherein the control procedures further includes an insurance procedure; and wherein the processor has access to the insurance database and is further configured to process the control procedures instructed via the user interface to assist the dealership personnel in matching an insurance product in the insurance database with the customer specific information in the customer database and the product for purchase by the customer.
an insurance database configured to store insurance products for customers to insure the product for purchase by the customer;
wherein the control procedures further includes an insurance procedure; and wherein the processor has access to the insurance database and is further configured to process the control procedures instructed via the user interface to assist the dealership personnel in matching an insurance product in the insurance database with the customer specific information in the customer database and the product for purchase by the customer.
6. The retail dealership management system of claim 1, further comprising:
an accounting database configured to store accounting information specific to the dealership management system;
wherein the control procedures include an accounting procedure; and wherein the processor is configured to generate an entry in the accounting database for each product purchased by a customer.
an accounting database configured to store accounting information specific to the dealership management system;
wherein the control procedures include an accounting procedure; and wherein the processor is configured to generate an entry in the accounting database for each product purchased by a customer.
7. The retail dealership management system of claim 1, further comprising:
a report database configured to store a plurality of reports including work lists;
wherein the control procedures include a report procedure; and wherein the processor is configured to generate the report database based on a trigger.
a report database configured to store a plurality of reports including work lists;
wherein the control procedures include a report procedure; and wherein the processor is configured to generate the report database based on a trigger.
8. The retail dealership management system of claim 7, wherein:
the system is configured to generate reports specific to a group of dealership personnel and to electronically deliver the reports to the group of dealership personnel for action in accordance with the reports.
the system is configured to generate reports specific to a group of dealership personnel and to electronically deliver the reports to the group of dealership personnel for action in accordance with the reports.
9. The retail dealership management system of claim 7, wherein:
the system is configured to generate reports specific to departments within the dealership and to electronically deliver the reports to the departments for action in accordance with the reports.
the system is configured to generate reports specific to departments within the dealership and to electronically deliver the reports to the departments for action in accordance with the reports.
10. The retail dealership management system of claim 1, wherein:
the control procedures include an inventory procedure and a web track procedure; and wherein the processor is configured to update an Internet web page by processing the web track procedure when instructed by the inventory procedure where the Internet web page will result in having a content based at least in part on the inventory database.
the control procedures include an inventory procedure and a web track procedure; and wherein the processor is configured to update an Internet web page by processing the web track procedure when instructed by the inventory procedure where the Internet web page will result in having a content based at least in part on the inventory database.
11. A method of retail dealership management comprising the steps of:
storing information specific to a plurality of products in inventory in an inventory database;
storing information specific to a plurality of customers who might be interested in a purchasing a product from the retail dealership in a customer database including, for a least some of the customers, information regarding a specific product of interest selected from a group of products for sale;
storing a plurality of control procedures including a customer track procedure; and processing the control procedures instructed via a user interface and assisting dealership personnel in matching a product in the inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
storing information specific to a plurality of products in inventory in an inventory database;
storing information specific to a plurality of customers who might be interested in a purchasing a product from the retail dealership in a customer database including, for a least some of the customers, information regarding a specific product of interest selected from a group of products for sale;
storing a plurality of control procedures including a customer track procedure; and processing the control procedures instructed via a user interface and assisting dealership personnel in matching a product in the inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
12. The method of claim 11, wherein:
the step of storing a plurality of control procedures includes storing an inventory procedure; and the processing step includes the step of updating the inventory database when a transaction is made between the dealership and the customer.
the step of storing a plurality of control procedures includes storing an inventory procedure; and the processing step includes the step of updating the inventory database when a transaction is made between the dealership and the customer.
13. The method of claim 12, wherein:
the processing step includes the step of determining a value of a trade-in by comparing a trade-in based at least in part on it's VIN number to a database of values representative of the trade-in depending on attributes of the trade-in.
the processing step includes the step of determining a value of a trade-in by comparing a trade-in based at least in part on it's VIN number to a database of values representative of the trade-in depending on attributes of the trade-in.
14. The method of claim 11, further comprising the step of:
storing finance products for customers to finance the product for purchase by the customer in a finance database;
wherein the step of storing a plurality of control procedures includes storing a finance procedure; and wherein the processing step includes the step of processing the control procedures instructed via the user interface and assisting the dealership personnel in matching a finance product in the finance database with the customer specific information in the customer database and the product for purchase by the customer.
storing finance products for customers to finance the product for purchase by the customer in a finance database;
wherein the step of storing a plurality of control procedures includes storing a finance procedure; and wherein the processing step includes the step of processing the control procedures instructed via the user interface and assisting the dealership personnel in matching a finance product in the finance database with the customer specific information in the customer database and the product for purchase by the customer.
15. The method of claim 14, further comprising the step of:
storing insurance products for customers to insure the product for purchase by the customer in an insurance database;
wherein the step of storing a plurality of control procedures includes storing an insurance procedure; and the processing step includes the step of processing the control procedures instructed via the user interface and assisting the dealership personnel in matching an insurance product in the insurance database with the customer specific information in the customer database and the product for purchase by the customer.
storing insurance products for customers to insure the product for purchase by the customer in an insurance database;
wherein the step of storing a plurality of control procedures includes storing an insurance procedure; and the processing step includes the step of processing the control procedures instructed via the user interface and assisting the dealership personnel in matching an insurance product in the insurance database with the customer specific information in the customer database and the product for purchase by the customer.
16. The method of claim 11, further comprising the step of:
storing accounting information specific to the dealership management system in an accounting database;
wherein the step of storing a plurality of control procedures includes storing an accounting procedure; and wherein the processing step includes the step of generating an entry in the accounting database for each product purchased by a customer.
storing accounting information specific to the dealership management system in an accounting database;
wherein the step of storing a plurality of control procedures includes storing an accounting procedure; and wherein the processing step includes the step of generating an entry in the accounting database for each product purchased by a customer.
17. The method of claim 11, further comprising the step of:
storing a plurality of reports including work lists in a report database;
wherein the step of storing a plurality of control procedures includes storing a report procedure; and wherein the processing step includes the step of generating the report database based on a trigger.
storing a plurality of reports including work lists in a report database;
wherein the step of storing a plurality of control procedures includes storing a report procedure; and wherein the processing step includes the step of generating the report database based on a trigger.
18. The method of claim 17, wherein:
the processing step includes the step of generating reports specific to a group of dealership personnel and electronically delivering the reports to the group of dealership personnel for action in accordance with the reports.
the processing step includes the step of generating reports specific to a group of dealership personnel and electronically delivering the reports to the group of dealership personnel for action in accordance with the reports.
19. The method of claim 17, wherein:
the processing step includes the step of generating reports specific to departments within the dealership and electronically delivering the reports to the departments for action in accordance with the reports.
the processing step includes the step of generating reports specific to departments within the dealership and electronically delivering the reports to the departments for action in accordance with the reports.
20. The method of claim 11, wherein:
the step of storing a plurality of control procedures includes storing an inventory procedure and a web track procedure; and the processing step includes the step of updating an Internet web page by processing the web track procedure when instructed by the inventory procedure where the Internet web page will result in having a content based at least in part on the inventory database.
the step of storing a plurality of control procedures includes storing an inventory procedure and a web track procedure; and the processing step includes the step of updating an Internet web page by processing the web track procedure when instructed by the inventory procedure where the Internet web page will result in having a content based at least in part on the inventory database.
21. A method of selling a product at a retail dealership comprising the steps of:
dealership personnel meeting a customer at the retail dealership why might be interested in a purchasing a product from the retail dealership;
entering into a customer database information specific to the customer including information regarding a specific product of interest selected from a group of products for sale; and using a dealership management system to assist the dealership personnel in matching a product in an inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
dealership personnel meeting a customer at the retail dealership why might be interested in a purchasing a product from the retail dealership;
entering into a customer database information specific to the customer including information regarding a specific product of interest selected from a group of products for sale; and using a dealership management system to assist the dealership personnel in matching a product in an inventory database with the customer specific information in the customer database in order to identify a product for purchase by a customer.
22. The method of claim 21, further comprising the step of:
updating the inventory database when a transaction is made between the dealership and the customer.
updating the inventory database when a transaction is made between the dealership and the customer.
23. The method of claim 22, further comprising the step of:
determining a value of a trade-in by comparing a trade-in based at least in part on it's VIN number to a database of values representative of the trade-in depending on attributes of the trade-in.
determining a value of a trade-in by comparing a trade-in based at least in part on it's VIN number to a database of values representative of the trade-in depending on attributes of the trade-in.
24. The method of claim 21, further comprising the step of:
wherein the using step includes the step of using the dealership management system to assist the dealership personnel in matching a finance product in a finance database with the customer specific information in the customer database and the product for purchase by the customer.
wherein the using step includes the step of using the dealership management system to assist the dealership personnel in matching a finance product in a finance database with the customer specific information in the customer database and the product for purchase by the customer.
25. The method of claim 24, further comprising the step of:
wherein the using step includes the step of using the dealership management system to assist the dealership personnel in matching an insurance product in an insurance database with the customer specific information in the customer database and the product for purchase by the customer.
wherein the using step includes the step of using the dealership management system to assist the dealership personnel in matching an insurance product in an insurance database with the customer specific information in the customer database and the product for purchase by the customer.
26. The method of claim 21, further comprising the step of:
generating an entry in an accounting database for each product purchased by a customer.
generating an entry in an accounting database for each product purchased by a customer.
27. The method of claim 21, further comprising the step of:
generating a report database including work lists based on a trigger.
generating a report database including work lists based on a trigger.
28. The method of claim 27, wherein:
the generating step includes the step of generating reports specific to a group of dealership personnel and electronically delivering the reports to the group of dealership personnel for action in accordance with the reports.
the generating step includes the step of generating reports specific to a group of dealership personnel and electronically delivering the reports to the group of dealership personnel for action in accordance with the reports.
29. The method of claim 27, wherein:
the generating step includes the step of generating reports specific to departments within the dealership and electronically delivering the reports to the departments for action in accordance with the reports.
the generating step includes the step of generating reports specific to departments within the dealership and electronically delivering the reports to the departments for action in accordance with the reports.
30. The method of claim 21, further comprising the step of:
updating an Internet web page where the Internet web page will result in having a content based at least in part on the inventory database.
updating an Internet web page where the Internet web page will result in having a content based at least in part on the inventory database.
Priority Applications (1)
| Application Number | Priority Date | Filing Date | Title |
|---|---|---|---|
| CA002260575A CA2260575A1 (en) | 1999-01-29 | 1999-01-29 | Retail dealership management system |
Applications Claiming Priority (1)
| Application Number | Priority Date | Filing Date | Title |
|---|---|---|---|
| CA002260575A CA2260575A1 (en) | 1999-01-29 | 1999-01-29 | Retail dealership management system |
Publications (1)
| Publication Number | Publication Date |
|---|---|
| CA2260575A1 true CA2260575A1 (en) | 2000-07-29 |
Family
ID=29555066
Family Applications (1)
| Application Number | Title | Priority Date | Filing Date |
|---|---|---|---|
| CA002260575A Abandoned CA2260575A1 (en) | 1999-01-29 | 1999-01-29 | Retail dealership management system |
Country Status (1)
| Country | Link |
|---|---|
| CA (1) | CA2260575A1 (en) |
Cited By (4)
| Publication number | Priority date | Publication date | Assignee | Title |
|---|---|---|---|---|
| US8095431B1 (en) * | 1999-11-05 | 2012-01-10 | Ford Motor Company | Online system and method of reporting related to orders for consumer product having specific configurations |
| WO2018177339A1 (en) * | 2017-03-28 | 2018-10-04 | Kwok Ching Kwong | A kiosk cluster |
| CN110796091A (en) * | 2019-10-30 | 2020-02-14 | 浙江易时科技股份有限公司 | Sales exhibition room passenger flow batch statistics based on face recognition technology and assisted with manual correction |
| CN113450239A (en) * | 2021-06-28 | 2021-09-28 | 国网北京市电力公司 | Intelligent park |
-
1999
- 1999-01-29 CA CA002260575A patent/CA2260575A1/en not_active Abandoned
Cited By (5)
| Publication number | Priority date | Publication date | Assignee | Title |
|---|---|---|---|---|
| US8095431B1 (en) * | 1999-11-05 | 2012-01-10 | Ford Motor Company | Online system and method of reporting related to orders for consumer product having specific configurations |
| WO2018177339A1 (en) * | 2017-03-28 | 2018-10-04 | Kwok Ching Kwong | A kiosk cluster |
| CN110796091A (en) * | 2019-10-30 | 2020-02-14 | 浙江易时科技股份有限公司 | Sales exhibition room passenger flow batch statistics based on face recognition technology and assisted with manual correction |
| CN110796091B (en) * | 2019-10-30 | 2023-08-01 | 浙江易时科技股份有限公司 | Sales exhibition hall passenger flow batch statistics based on face recognition technology and assisted by manual correction |
| CN113450239A (en) * | 2021-06-28 | 2021-09-28 | 国网北京市电力公司 | Intelligent park |
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