Agents are essential for Dealer success.
Your dealer representatives are the face of your brand. Of the many responsibilities they have, dealing with technology seems to bring the widest range of skillsets, and anxieties.
Here is a little secret… Agents do not need to be IT experts. Think of them as a dealer coach.
No Agent is required to code or read XML language. Successful Integrated eContracting relies primarily on communication, engagement, and routine. Rather than waiting for the emergency, a few simple proactive questions can lead to greater dealer success.
Download and share this Agent Leadership Guide to give your dealer representatives guidance on how they can help dealers take advantage of Integrated eContracting.
Agents can be more proactive by getting involved in dealer events such as:
New system implementations
Be onsite to support the customization, and verify the dealer’s people are getting the training and support they need from the Software Vendor
PEN REGISTRATIONS
Touch base with the Dealer to ensure they understand integration and the impact to your Provider processes to avoid back-office issues.
Regular checkups
Help your Agents monitor dealer performance by sharing information metrics related to Integrated eContracting.
Read on to learn about Vital Signs.
“Checking Vital Signs” is a familiar concept that Providers can apply to dealer success.
By asking some simple open-ended questions, your Agents can comfortably be more proactive. This is especially important when “IT” topics can be intimidating to some agents.
Rather than asking “How is everything going with the Menu”? An agent could ask questions like:
- Are you presenting all (Provider) products to customer using the Menu?
- Are all your F&I Producers using the Menu?
- Would you be able to review your profit settings for all Products and we can make sure everything is setup correctly?
- When you print a contract, does everyone know it produces a live contract in our system?
Not all questions have a prescribed answer. Like doctors’ vital signs, think of them as controlled conversation starters. As an agent, you want to take a leadership role as opposed to a help desk or reactionary role.
Refer to this sample Vital Signs guide to help Agents work with Dealers more proactively. PEN Services can help you make this concept custom to your brand and processes.