Introduction

ABOUT TRAKMATE for WindowsTM

Welcome to TrakMate for WindowsTM your powerful partner in converting prospects into sales.

The Straight Facts

Of every 100 people who enter your showroom or used vehicle display, about 20 will buy from you.

But what about the 80 who don't buy?

Don't let them get away. Convert 5, 10, 15, 20 or even 25 of them into satisfied customers with TrakMate for Windows TM. Your powerful partner in boosting sales.

TrakMate for Windows TM puts the power of the personal computer behind your sales efforts. This manual will show you how.

TrakMate for WindowsTM is an easy-to-use prospect information management and sales performance monitoring tool that can help you boost sales through effective prospect follow-up.

TrakMate for WindowsTM is a complete re-write and enhancement of the original TRAK MATE for DOS. The original TrakMate is the product of a three-year research and development project funded by the National Automobile Dealers Association. TrakMate wanted to adapt the vast power and flexibility of the personal computer to help dealers find "hidden opportunity" in the prospects that come into their dealership every day. Better prospect follow-up and closer sales performance monitoring translate into more sales and greater profitability.

In creating TrakMate for WindowsTM, TrakMate has used the increased capabilities of the newer, faster personal computers available today. It is designed to work within the Microsoft WindowsTM environment and take advantage of the Graphical User Interface that WindowsTM provides. With the use of the mouse and drop-down selection boxes the TrakMate can do much more with much less effort.

TrakMate undergoes continuous quality review. We respond to dealers concerns and upgrade our system to meet the needs of dealers. Whether making the system eaiser or faster to use, more versatile, adding information or using new technology to benefit you. Your input is important any time.



WHAT CAN TRAKMATE for WindowsTM DO?

With TrakMate for WindowsTM, you create an automated database of detailed information about every prospect who sets foot in your dealership. All the data needed to create the data base comes from the prospect information card--the Ups card--which is completed daily by the salesperson for each prospect talked to. A start-up supply of Ups cards is included in your package.

Who enters the information from the Ups card the salesperson turns in? The dealers and managers who tested TrakMate for WindowsTM reported that their recommendation was to assign the responsibility for data entry as a part-time duty to someone with typing skills and some PC background. In some cases, part time high school students are doing an effective job.

Once it's entered, all the information is at your fingertips.

Use it for:

Salesperson's Daily Work Plan (Daily)

This valuable report encourages a manager and salesperson to meet one-on-one on a daily basis to review the status of each prospect and agree on appropriate follow-up actions.

Salesperson's Daily Work Plan Style 2 (Daily or Weekly)

This report is an abbreviated form of the Salesperson's Daily Work Plan.

Short Version of Daily Work Plan (Daily or Weekly)

This report is an abbreviated form of the Salesperson’s Daily Work Plan and the Owner Follow-up Work Plan.

Owner Follow-up Work Plan (Daily)

This work plan keeps the salesperson in touch with customers (owners) to increase referral, repeat and service business. This effort will help improve the overall CSI rating and customer to dealer relationship.

Manager's Daily Work Plan (Daily)

This work plan provides the manager with a daily recap of active and sold prospects/customers, which assists in monitoring the activities of the salesperson during the one-on-one sessions.

Daily Recap of Floor Traffic (Daily)

This report provides management with a list of deals sold including the average and total gross. Plus, short recap of total number of Ups, units sold and delivered, demos, be-backs and T.O.'s.

Daily/Monthly Recap of Deals Sold (Daily/Monthly)

This report allows management to review deals sold for a specific time frame, plus information on how the negotiations were handled.

Recap of End-of-Month Floor Traffic (Monthly)

This report reflects all showroom traffic and provides management with information on why a prospect might not have purchased yet.

Productivity Report - Steps to a Sale (Every 10 days or monthly)

This report allows the sales manager to evaluate how consistently a salesperson adheres to dealership policy regarding the steps of a sale.

Summary of Sales Performance (Every 10 days or monthly)

This report measures individual sales performance in terms of prospects seen and closing ratios in 4 vital categories:

Original Up
Owner Up
Referral Up
Be-Back

Advertising Source Report (Every 10 days or monthly)

This report is a valuable asset to evaluate the effectiveness of your advertising expenditures.

Summary of Dealer Service Packages Report (Monthly)

This report allows management to track after market sales, i.e., warranty, finance, insurance and protection package.

Buyer Type Report (Every 10 days or monthly)

This report provides current information on six categories of reasons that motivate prospects to buy in varying economic and market conditions.

Telephone Satisfaction Report (Monthly)

This report provides valuable information on how your prospects feel about the way they were treated by your sales force. You can customize your telephone follow-up activities with up to 10 questions you want to ask.

Leases or Contracts Due (As Required)

This report allows management to track Leases or Contracts which will come due within a specified date range.

Optional Reports (As Required)

This unique feature of TrakMate for WindowsTM is an especially useful management tool. It allows you to create reports which meet your specific needs. For example, you can create a report to use as a buying guide at the auction.



HOW TO USE THE ONLINE MANUAL

This Online Manual describes each of the procedures you follow to install and operate TrakMate for WindowsTM. It is organized to follow the order of the TrakMate for WindowsTM Main Menu. Please read the "Before You Begin" section and the "Installation" section before attempting to install either a new version of TrakMate for Windows 6.5TM or an upgrade from the DOS version to the TrakMate for Windows 3.1TM.

The two sections "Before You Begin" and "Installation" following this introduction will walk you through installing TrakMate for WindowsTM and running it for the first time. If you are not very familiar with using a computer, the Appendix contains useful information on disk care and the Glossary contains a list of commonly used computer terms.

When you have become familiar with TrakMate for Windows'TM basic procedures, you may want to create special reports or customized letters. To help you, the Appendix contains a list and explanation of all the data fields, as well as the file names used in TrakMate for WindowsTM.

Keep your hardware and WINDOWS manuals handy in case questions arise.



TrakMate for WindowsTM CUSTOMER SUPPORT

TrakMate for WindowsTM is designed to be trouble-free. The answers to any questions which may arise can usually be found in this Users Manual, in the manuals for your computer and printer, in the WindowsTM manual, or on the TrakMate for WindowsTM HINT or HELP screens.

If you cannot find the answer to a problem in any of these sources, call TrakMate for WindowsTM Customer Support. Please do the following before you call:

    1. Be at your computer, with TrakMate for WindowsTM operating.
    2. Have your Customer Support Number ready before calling.
    3. Be ready to give a clear description of the problem, including an accurate description of any error message being displayed.
 Call 1-801-779-3700, Monday - Friday, 8:00 am - 4:00 pm MST. FAX# (801) 459-5655. OR help@trakmatesupport.com



A NOTE TO THE DEALER WHO USES TRAKMATE for WindowsTM

Are you getting your money's worth?

Because we wants you to use TrakMate for WindowsTM to its fullest potential, we suggest that you evaluate your management's use of your TrakMate for WindowsTM program. You can do this by doing four things:

1.   Sit in on the one-on-one meetings. Are they productive?

Are they conducted in a positive manner?

Are they done first thing every day?

2.   Look over the Ups cards. Are they complete?

Are they being turned in for input into the computer?

Are the Manager Checks being initialed by the manager?

3.   Talk to your sales manager. Does s/he hem and haw or does s/he know how many Ups there were that day?

4.   Look at the daily work plans. Are they being used properly?

Are your salespeople updating the re-contact dates?



IF USED CONSISTENTLY, TRAKMATE for WindowsTM WILL:

    1. Open your doors to greater Sales Opportunities; return complete control of the sales process to the Sales Manager.


    2. Improve a Sales Manager's awareness of each prospect.


    3. Provide timely customer follow-up; assure professional handling of all prospects through basic salesmanship.


    4. Assure effective follow-up of all unsold prospects when it counts.


    5. Give management control of the sales follow-up process.


    6. Increase productive use of time and establish definite priorities for the management team.


    7. Provide an organized sales plan for each day.


    8. Enable each salesperson to attain his or her own true potential.


    9. Improve your closing ratio--volume, gross and net through management control.


Topic 1a