The Ideal system will help you save time and boost profits by helping you gain control in several key areas. ith Ideal, you’ll have…

• Exclusive, brand-new Brunswick preferred dealer pricing
• An advanced, affordable and easy to use system for as little as $85/month for 2 users
• Up-front system license fee waived – save $1,495!
• 20% off on additional user licenses and modules!
• Automated parts pricing from major OEMs
• Robust parts management features that keep your inventory lean and profitable
• Support from a friendly and knowledgeable in-house staff who specialize in your industry

And much more!

Learn today how Ideal can help you save time and boost profits with special BDA pricing.

• Avoid software installation fees!
• Benefit from low credit card processing rates with Constellation’s low-negotiated rates.
• Eliminate errors and save time on reconciliations.
• Make your PCI compliance simple and easy!

Ideal Computer Systems, the leading provider of business management software for Outdoor Power Equipment dealers, has once again been invited by Bob Clements International to be the official software provider for their Dealer Resource Pavilion at this year’s GIE+Expo. The expo takes place October 27-29, in Louisville, KY.

This year’s Dealer Resource Pavilion has expanded to include a dealer resource roundtable breakfast, internet café, dealer-only lounge, educational presentations, as well as a service department designed to help dealers turn their dealerships info strong profit centers. Ideal representatives will be on-hand to help educate dealers on ways industry-specific software can streamline their entire service department, as well as all other areas of their business including inventory control, customer management, sales & invoicing, accounting, purchasing, and reporting.

“The Dealer Resource Pavilion has grown to be one of the main attractions at the GIE+Expo and we are honored to participate in such a great educational resource for OPE dealers,” said Greg Carradus, sales and marketing manager of Ideal Computer Systems. “This is the perfect opportunity for dealers to learn best practices for building a profit-generating service department and how business management software can simplify the process.”

Bob Clements International, regarded as one of the top consulting firms for OPE dealers, is once again heading the event. Joining Ideal as pavilion sponsors are ARI, Briggs & Stratton, Cub Cadet, Gravely, Heftee, Husqvarna, Lista, North American Equipment Dealers Association and Stihl.

“Our number one goal at the GIE+Expo is to show dealers what their Parts and Service Departments would be like if they stepped back and looked at them differently,” said Bob Clements, president of Bob Clements International. “Having a good business management system along with the right organization and good processes will take their dealership to new heights in profitability.”

In addition to the Dealer Resource Pavilion, dealers may also view Ideal’s software and speak with company representatives in booth #380 at the GIE+Expo.

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About Ideal Computer Systems, Inc.:

Ideal Computer Systems, a product of Constellation Dealership Software, is recognized as the leading provider of business management software for Outdoor Power Equipment dealers. With 26 years of proven experience, Ideal has helped thousands of OPE dealers manage their business more efficiently while boosting profits. To learn more about Ideal, visit www.idealcomputersystems.com

About Bob Clements International, Inc.:

Bob Clements International is a consulting firm that specializes in the development of high-performance dealerships. The organization works hands on with dealerships throughout North America, helping them attain the personal freedom and financial wealth all owners strive to achieve. You can learn more about Bob Clements International by visiting www.bobclements.com

With the busy season in full swing for Outdoor Power Equipment dealers, it’s essential to have their service department well-organized so units can come through their shop as quickly and efficiently as possible.  Ideal is aiding in that process with a new feature that allows dealers to color-code work order statuses.  When combined with Bob Clements’ color-coding ribbon scheme for equipment repairs, dealers can dramatically streamline their service process and get repaired equipment out to their customers with a quicker turnaround time.

Clements and Ideal’s Lead Trainer Dave Baumgarten educated Ideal users on this process, as well as other ways to create a high performance dealership, at a recent Ideal training seminar in Orlando, FL. 

Clements recommends that dealers devise a color-coding ribbon system to help differentiate between pre-diagnosed equipment, diagnosed, waiting on parts, parts received, waiting for customer approval, completed, and dispose.  This color-coding system can then be selected for the same work order statuses in the Ideal software so both counter people and technicians can be on the same page.  This process can also help dealers bring more money into their shop.

“Many dealers have given up the thought of having a profitable service department,” said Clements.  “We know with the right processes and a good business management system that great profits should be not only possible, but expected.”

“Adding colorization to the status of an order gives both end users and managers the ability to quickly identify which jobs and how many jobs are at what stage of the service process,” added Baumgarten.  “This can be done without analyzing reports or looking through each job to determine its current status.  It also allows for the service manager to quickly adjust the department’s resources, as appropriate, to insure an efficient operation. As they say, a picture is worth a thousand words!”

For more information on how Ideal can help streamline not only the service process, but also inventory control, purchasing, bookkeeping and overall business management call 800-737-1620 or visit www.idealcomputersystems.com to request your free info kit and demo CD.

1. Use Tools to Forecast Better
One of the most valuable tools you can use as a dealer is your power sports tracking software. This tool can help you forecast next season’s expected inventory demands so you can accurately predict what, and how much, you’ll need.  Investing in quality power sports tracking software will help eliminate inaccurate ordering.

2. Sell In-Season
It’s easy to ignore slow-moving inventory when you’re busy. But when you put off thinking about that inventory until the off-season, the slow-movers are obsolete. Unloading it during the off-season is going to be even harder.
You need to focus on your slow-movers during the peak of your season. What can you do?
Put that slow-moving inventory right in front of your customers. Build a display so people see it when they walk in. Do some demos. Put it on sale. But do it when you have a chance of selling it, not when you don’t.

3. Barter
If you have some valuable inventory that just won’t seem to go, why not think about bartering it? You could barter equipment or parts for services such as plumbing, cleaning, electrical work, or even web design.

4. Sell It Online
Does your dealership have an eBay store? If not, it should. Selling parts and equipment online is a great way to unload slow-moving inventory. After all, it may be snowing at your store, but people are still riding bikes and having fun in Florida!

5. Offer Cash to Your Team
Your sales team is your first line of defense when it comes to unloading inventory. So, bribe them. Offer them an immediate cash reward for every slow-moving item they sell (items you’ve designated, of course). The key to making this work is to pay your employee in cash the moment that product leaves with the customer.
Tacking on that “bonus” to their paycheck isn’t as immediate or rewarding as cash in their pocket. Paying your team first will keep them far more motivated to get that inventory out the door.

6. Bundle It
You can use slow-moving inventory to sweeten the pots for other products you want to move. Bundling slow-movers with high-profit or fast-moving products is a great way to spur sales and get it out the door.

Ideal’s new, fully-integrated F&I module has been selected as a 2011 Nifty 50 product by Powersports Business magazine and will be featured in its February 7 issue.  The module, developed specifically for the powersports industry, will streamline your sales process by integrating your F&I transactions and reports into Ideal’s Dealer Management Software including Customer History, Accounts Receivable, and optional Accounts Payable and General Ledger modules.

“This is a great honor,” said Development Manager Kurt Meyer.  “We worked diligently with F&I consultants and dealers in the powersports industry to create one of the top products available for powersports dealers.  By utilizing Ideal’s dealer management software with its fully integrated F&I module, powersports dealers will save time, increase unit sales, and be able to provide a full one-stop shopping option for their customers.”

Ideal’s F&I includes several powerful features guaranteed to boost profits for powersports dealers.  Its exclusive F&I Menu Selling options enable dealers to increase motorcycle, ATV, snowmobile, and personal watercraft unit sales by an average of 10-15% with different package and incentive options that they can work into a deal.  Dealers can also quickly and easily print standard forms including title & registration, odometer statement, disclosures, insurance, warranties, etc. – and customize forms to their specific needs.

“The ease of making money with a quality dealer management system and integrated F&I module has become a reality with Ideal,” said F&I Dealer Services Consultant, Troy Simon.  “You can easily handle an F&I deal from start to finish by utilizing an easy-to-use menu for clients to select F&I product options, pricing, and payment.  Ideal also makes printing forms a snap and contains reporting options that enable you to easily research a deal’s history and view details just like the day you sold the unit.  It’s a great product!”

Nifty 50 products are selected by editors from Powersports Business magazine as well as its sister consumer magazines in the powersports industry.  In order to be elligble, products must be new or substantially improved from previous years, or ready for delivery in the calendar year 2011.

For more information on Ideal’s F&I module and to request an online demo, visit http://www.idealcomputersystems.com/f-and-i.html or stop by booth #5039 at the 2011 Dealer Expo, February 18-20, in downtown Indianapolis

Ideal recently spoke with Anna Dattalo, co-owner of A & B Outdoor Equipment in Nederland, TX, to get a better understanding of how dealers interact with manufacturer sales reps and what they expect when a rep walks into their business.  Read on to learn what Anna’s advice is for any account representative walking into their business…

Ideal: What is your background? What do you do?

Anna: After college I started in the computer industry in 1965.  I have worked for NASA on the Apollo project, Exxon, and recently retired from teaching in the IT department at the local college.

I am married to Barry who is the owner of A & B Outdoor Equipment.  I do not have an official title. If I did it might be “Jack of all trades”.  I mainly do the financials otherwise I do whatever my daughter Annette tells me to who is the GM.  I did go to service school many years ago but I do not spend any time in the shop.

Ideal: How long have you been in business?

Anna: This April will mark 29 years with A & B.  Initially we bought an existing business that had been here for 18 years prior.  We changed the name to A & B (Anna & Barry) to help us get to the top of the yellow pages.

Ideal: As a dealer, how many different account representatives do you work with?

Anna: With all the wholegoods and parts it is approximately 15 account reps.

Ideal: How often do you meet with account representatives?

Anna: If I could average it out I would say twice a year.  There are some reps that are more frequent with once a month and some are less with once a year.

These days with internet, texting, and email it is not necessary to meet as frequently.  It does not make sense for a rep to come in and stand in line behind customers for a simple request or response.  When reps come in unannounced they will wait in line behind customers because they know that customers always come first.

Ideal: Do you need to prepare before an account representative comes to see you?  Do you expect a call ahead of time?

Anna: Usually there is no need to prepare for a rep ahead of time.  I do prefer a call. Some reps are good about this and others just walk in.

Preparation or scheduling is necessary for annual orders, spring orders, or new equipment demos.  Normally a rep will send something ahead of time so we can prepare.  Equipment demos have been popular recently in the last couple years with handhelds, four-cycle engines, and new technology entering the industry.

Ideal: How long have you used Business Management Software?

Anna: It has been a long time and you will have to check your records to get the exact date (January 7^th, 1987).  We were the second dealer to get software from Ideal Computer Systems.  With DOS we learned to crash it more frequently than we had it up.  Prior to having software, the inventory system was on index cards; there were tons and tons of cards.  We decided that we needed to computer everything to become more efficient.  We searched and searched for software but could not find anything that was industry specific.  Later that year Barry was in Louisville at a trade show and discovered Ideal.  Within 6 months we were on a plane to Cedar Rapids to have Dennis (Ideal’s president at the time) give us a demo.  We will never change from Ideal.

Ideal: How has having Business Management Software positively impacted your business?

Anna: Everything is available in Ideal that we will need.  With the reports, it practically makes decisions for us.  For example, when reps come in to check inventory it is a very simple task.  It would have been an impossible task to keep up with the work without Ideal even with personal computers and spreadsheets we have today.

Ideal: What features in Ideal help you when interacting with account representatives?

Anna: Inventory, inventory control, listing parts or wholegoods, and work orders.  Work orders give good data when asking reps for help with the technical assistants.  It helps to make rep aware of it as well as the technician.

We have shown some of our reps how to run inventory reports and they come in and do it without assistance.

Ideal: What characteristics make a good account representative? 

Anna: First and foremost they need to be knowledgeable about their products and the company they are representing.  Second, someone who is very aware of retail business and all of its opportunities.  A rep needs to be on our side.  They are the go between the big manufacturer and the small business.  They need to represent their company but have us in their heart and look out for our best interest.  There are some reps out there that have become our personal friends over the years.

Ideal: How do account representatives help you most in running your business?

Anna: Probably being the one contact for the manufacturing company they can get us information in a timely manner and understand our needs.  Being able to communicate in a timely manner.

Ideal: What characteristics would you like to see account representatives improve on?

Anna: When there is lack of communication.  When you don’t hear from them in a timely manner.  More than anything when they are not knowledgable of their own product.  They are “problem children”.  They do not last long.

Ideal: How would you classify the account representatives that come into your business?  What is their motivation when dealing with you?

Anna: Hopefully motivation is to help us be more successful.  I want that to be their motivation.  There are reps that are part of the family, when they change companies you know you are dealing with a good person.  There are some young guys that are learning the ropes and sometimes they tend to move around learning themselves and figuring out their career.

Ideal: If you could give account representatives one piece of advice, what would it be?

Anna: Listen to your retailers.  In turn listen to what the customers need and want.  Help with cost control, and efficiency.  When a dealer expresses concerns, suggestions, pass them along to upper management.

1. Be Open
Rumors often start when staff doesn’t know what’s going on. Be honest with your team and openly discuss how the dealership is doing. The more your team knows, the less likely they are to come up with their own ideas about how the dealership is doing.It’s also important to involve your team in the planning process. When they feel they have ownership of the problem, and that a solution could be in their hands, they’re going to feel empowered to take action.

2. Focus On Your Managers
Middle managers have a tough road. They feel pressure from you, the owner, to perform. And they hear the grievances and complaints of the staff.Make sure you give your managers the support they need to do their job and stay positive. They need encouragement and good information just as much as your staff.

3. Invest In Training
If times are slow, now might be a great time to train your staff on some new skills that can help boost revenue.For instance, has your sales staff ever had any sales training from an outside consultant? If that’s out of your budget right now, think about buying some sales books they could read during the day when business is slow. A $100 investment in books could pay off quickly with some new techniques!
You might also think about training some of them to better use your power sport store software. If they know how to run reports or place inventory orders that might be one additional person you could delegate tasks to.

4. Get to Know Your Team
How well do you really know your team? Use this time to get to know the people on your staff (if you don’t already, that is). When times are tight they’re going to feel worried and stressed, and a friendly conversation with you could instantly set their mind at ease.

1. Advertise
You need to tell everyone on your customer list that you’re throwing an open house. Use your power sport store software to send out a mass email telling customers the date and time of the event. Advertising in local newspapers, and spreading the word online, is also a smart idea.
And, make sure people know the benefits of attending, which leads us to number two…

2. Give Incentives for Attending
Just inviting your customers to show up isn’t going to do the trick. So, sweeten the pot and make it really exciting. Raffle off products. Have a sale. Offer free gifts with purchase, or free financing on large items. Make sure there are food and drinks. Hire a clown or pony ride for the kids. You could also think about having your area rep out for product demonstrations.
Do whatever you can to make your open house interesting, and make sure your customers know the benefits of attending.

3. Pick the Right Time
Summertime is usually the busiest time for powersports dealers. Often, the best time to host an open house is in mid to late spring. The weather is just warming up enough to get people thinking about fun summertime activities, but the season isn’t in full swing enough to where they’re too busy having fun to show up.
Conversely, if your busiest time is winter (selling snowmobiles) then have your open house in late fall.

Photo © by icathing

4. Remember Why You’re There
Open houses can be a great way to make sales, land some key accounts, and generate some buzz about your dealership. But it’s important to remember why you’re really there: to show appreciation for the customers that keep you in business.
Make it a point to thank every customer that walks in the door for their support throughout the year. Customers don’t hear “thank you” near enough, and it will show them that you recognize and appreciate them. That can go a long way!

5. Remember the Details
Often it’s the little things that can make or break an open house.
Make sure there are plenty of garbage cans available for trash, and assign one employee to continually clean the store during the open house.  Have a host at the front door to greet people as they come in.
Also, make sure your store is decorated with flowers, plants, balloons…it needs to look festive!

1. Book a Trip
If it’s not on the calendar it’s not going to happen, right? Many dealers keep saying they’ll take time off “next month”. But “next month” never comes! Financially committing to a trip by buying plane tickets or setting a date with friends or family will help ensure you actually take the time off.

2. Take Quick Breaks
When was the last time you took a Wednesday afternoon off to go golfing? Or took Friday off to spend with your family?
Taking small breaks during the week can really help ease your stress. You don’t need a two-week stretch to get reenergized; more frequent, smaller breaks can be just as effective. But when you take an afternoon off, make sure you really take it off. Leave work at work, and fully commit to whatever fun activity you decide to do.

3.Train Your Team
Make sure you have at least one other person who knows how to run your business just like you do. That means they know how to pull relevant reports from your dealership office software, they can handle ordering, training and any customer service issues that come up. When you have a right-hand person who’s fully trained in every aspect of your dealership then taking time off is easier (and less worrisome).

4. Commit to Regular Breaks
We know one business owner who can’t seem to commit to taking any time off for himself. So, his wife bought him a monthly massage, for 12 months. He either uses it, or loses it! He now takes one Friday off a month for his massage and then spends the rest of the day with his family.
Financially committing to a regular event can motivate you to take time off simply because you don’t want to waste your investment.