Dealer management systems are an essential part of how a dealership runs its business. But how can they be more helpful; what needs to change?

One change dealers want is an improvement in DMS integration. As one dealer principal says: “It always comes back to that same point. If DMS providers give you either a basic or comprehensive solution and you want an add-on that is not part of the offer, it has to be a standalone and you lose integration.

“As soon as you do that you are into double entry territory. If you use a prospect/CRM system that is different to your finance/sales system you are keying in data twice or even three times. This can lead to errors.”

Dealers say that as well as integration with sales prospects, a DMS should be able to integrate with a manufacturer’s system for ordering new cars and all data should be transferred automatically. The same applies to parts and for warranty.

At the moment manufacturers and DMS providers do their own thing, which is seen as a competitive advantage. However, this also drives up dealer development and maintenance costs.

• Read this story in full in the 6 Feb09 issue of AM. To subscribe to AM magazine click here or call 01733 468659.