Sandi Jerome

editor, Digital Dealerwww.DealerStar.com2852 WILLAMETTE ST #502

EUGENE, OR 97405 sandi@dealerstar.com

10 Things an Internet Manager has 10 Things an Internet Manager has always wanted to ask….always wanted to ask….

Why aren’t Internet Managers Why aren’t Internet Managers treated like other managers?treated like other managers?

Pay plan vs. commission voucherPay plan vs. commission voucher Either attend manager meetings or provide Either attend manager meetings or provide

reportsreportsPay Plan – Internet Manager

Salary $2500 Month

Plus 15% of the gross profit of the Internet department less Internet lead expense

Plus $500 bonus for a closing ratio over 15%

$750 bonus for 85% CSI on department deals

How is gross profit calculated in car How is gross profit calculated in car deals?deals?

Get in writing the salesperson pay plan Get in writing the salesperson pay plan (pack, holdback)(pack, holdback)

Know how to find your accounting cost Know how to find your accounting cost (vc)(vc)

Learn how the gross profit screen worksLearn how the gross profit screen works

Dlr Gross

Why are there chargebacks?Why are there chargebacks?

Open ROs – make friends with the cashierOpen ROs – make friends with the cashier Due bills – they are often missedDue bills – they are often missed Purchase ordersPurchase orders

What about the pack?What about the pack? How much is your pack?How much is your pack? Does it cover chargebacks?Does it cover chargebacks?

How does the R+R/ADP/UCS system work?How does the R+R/ADP/UCS system work? Getting a loginGetting a login R+R Query to PC R+R Query to PC

ProcessProcess ADP- RPG to ADP- RPG to RPXRPX

DMS Download to ExcelDMS Download to Excel ADP – Reflection, function RXR, RPX. Files: FI-WIP, CAR-Inv, ADP – Reflection, function RXR, RPX. Files: FI-WIP, CAR-Inv,

Vehicles, History, GL.ACCT.LDGRVehicles, History, GL.ACCT.LDGR R+R – EraLink, RunQuery. FIMAST, NVInventory, UVInventory, R+R – EraLink, RunQuery. FIMAST, NVInventory, UVInventory,

ROJournal, Customer, SerIndex, GL, SCHEDULE4, etc.ROJournal, Customer, SerIndex, GL, SCHEDULE4, etc. EDS/ADP ARG – Executive Assistant, SLDELHPF, EDS/ADP ARG – Executive Assistant, SLDELHPF,

VMVEHMPF,SVSOHDL1VMVEHMPF,SVSOHDL1 UCS –Run reports in modules, then PRT blank, ERM (Power UCS –Run reports in modules, then PRT blank, ERM (Power

Workstation – or FTW). 269-01 thru 269-04, 358/359, 410-01 thru Workstation – or FTW). 269-01 thru 269-04, 358/359, 410-01 thru 410-03.410-03.

Autosoft – DAT files like asro, aasacm, asc – need to import with Autosoft – DAT files like asro, aasacm, asc – need to import with position of field. position of field.

PBS – Microsoft Access files – link, import, unlink. PBSf&I.mdb, PBS – Microsoft Access files – link, import, unlink. PBSf&I.mdb, PBSinvn.mdb, PBSserv.mdbPBSinvn.mdb, PBSserv.mdb

ADAM – dbf files can be imported or linkedADAM – dbf files can be imported or linked ACS , DPC, Auto/Mate, Arkona, ACS , DPC, Auto/Mate, Arkona, DealerStar – export to ExcelDealerStar – export to Excel

Getting the Data – Two Sources Getting the Data – Two Sources on your DMS Systemon your DMS System

TransactionTransaction files files Car deals, range of dates, finalizedCar deals, range of dates, finalized Repair orders, range of dates, customer and warrantyRepair orders, range of dates, customer and warranty

Database files – Database files – snapshotsnapshot as of today as of today Vehicle inventory, New/Used, with GL balance GT $1000Vehicle inventory, New/Used, with GL balance GT $1000 Customers, Last service date > 03/01/06 and Make = ToyotaCustomers, Last service date > 03/01/06 and Make = Toyota

What kind of reports can I run and how?What kind of reports can I run and how? Customer File – it is in service;Customer File – it is in service;

• R+R - SERINDEXR+R - SERINDEX• ADP - VEHICLESADP - VEHICLES• UCS – SIN databaseUCS – SIN database

Inventory FileInventory File• R+R – NVINVENTORY, UVINVENTORY (INV$R+R – NVINVENTORY, UVINVENTORY (INV$

$)$)• ADP – CAR-INV (BALANCE)ADP – CAR-INV (BALANCE)• UCS – SIN databaseUCS – SIN database

AutoFilterAutoFilter New Inventory Report –Data, Filter, AutoFilterNew Inventory Report –Data, Filter, AutoFilter

Custom – is greater than 90Custom – is greater than 90 Top 10 AutoFilterTop 10 AutoFilter

Pivot TablePivot Table Data, Pivot table, Next, Next, LayoutData, Pivot table, Next, Next, Layout

Balance, 3 timeBalance, 3 time• UnitsUnits• Total ValueTotal Value• Average CostAverage Cost

Add Days in Stock, Right click, Wizard, Layout Add Days in Stock, Right click, Wizard, Layout

CARLINE Units Total Value Average Cost Avg Days #sold Avg Gross Avg DaysCHARGER 1 $16,718.99 $16,718.99 21 2 $3,532 18CHEROKEE 2 $12,165.03 $6,082.52 19 2 $1,828 17COMMANDER 1 $489.59 $489.59 118 1 $2,812 7DAKOTA 1 $5,263.11 $5,263.11 24 7 $1,806 39DEVILLE 1 $17,047.00 $17,047.00 1 2 -$296 47DURANGO 4 $62,240.09 $15,560.02 92 26 $1,730 41

How can I measure the profitability How can I measure the profitability of my Internet department?of my Internet department?

Find out how your department is “accounted Find out how your department is “accounted for” – measured for” – measured

Expenses “allocated” to your departmentExpenses “allocated” to your department

A - New

B - Used

E- Parts

D- Service

F - Body Shop

???

Sales

Gross Profit

Direct Expenses

Commissions

Leads

Advertising

Semi Fixed, Fixed

How can I “F&I” my own deals? - –How can I “F&I” my own deals? - –

Learn your DMS system’s F&I moduleLearn your DMS system’s F&I module www.reyrey.comwww.reyrey.com www.dealersuite.comwww.dealersuite.com

Volunteer!Volunteer!

Buy Rates – Get the chart!Buy Rates – Get the chart!

35% — punctuality of payment in the past (only includes payments later than 30 days past due) 30% — the amount of debt, expressed as the ratio of current revolving debt (credit card balances, etc.) to total available revolving credit (credit limits) 15% — length of credit history 10% — types of credit used (installment, revolving, consumer finance) 10% — recent search for credit and/or amount of credit obtained recently

First Bank Buy Rate MonthsFICO 36 48 60 72

Tier A 50% 720 6.87% 6.92% 6.91% 7.01%Tier B 25% 680 7.08% 7.13% 7.12% 7.22%Tier C 15% 535 7.29% 7.34% 7.33% 7.44%Tier D 10% 450 7.51% 7.56% 7.55% 7.66%

What is a good pay plan for an What is a good pay plan for an Internet Manager?Internet Manager?

SSalary, maintaining the websitealary, maintaining the website CCommissions, % of gross profitommissions, % of gross profit BBonus, CSI, closing ratiosonus, CSI, closing ratios

Step 1 – How much Salary?Step 1 – How much Salary?

Step 2 – Commission RateStep 2 – Commission Rate

Step 3 -Leftovers is the BonusStep 3 -Leftovers is the Bonus

www.sandijerome.comFree Downloads, Spreadsheet, DMS jobs to run

Pay Plan Wizard

Power ERALink/Power Reflection

Ultimate Campaign Guide

Data Miner! Campaign Manager for ADP, RR, EDS, UCS, AutoSoft

Email- sandi@dealerstar.com