LSI Prospect Management RCS Catalyst LSI Update Goal: Assist Catalysts with understanding proper...

LSI Prospect ManagementLSI Prospect Management

RCS Catalyst RCS Catalyst LSI UpdateLSI Update

RCS Catalyst RCS Catalyst LSI UpdateLSI Update

Goal: Assist Catalysts with understanding proper processes for entering Customers and Prospects, Tracking Status, reviewing Results

and pinpointing Data Issues using LSI

LSI Prospect ManagementLSI Prospect Management

Getting Ready for LSIGetting Ready for LSI• ComputerComputer

Server or WorkstationServer or Workstation How many people will Connect determines needsHow many people will Connect determines needs UPS UPS (Uninterruptible Power Supply)(Uninterruptible Power Supply) / Battery Backup / Battery Backup Backup StrategyBackup Strategy

• Windows 98 or ME vs. XP ProfessionalWindows 98 or ME vs. XP Professional Reliability is the keyReliability is the key

• Selecting a PrinterSelecting a Printer Inexpensive Printers Ultimately Cost MoreInexpensive Printers Ultimately Cost More

LSI Prospect ManagementLSI Prospect ManagementLSI PROSPECT MANAGEMENT

www.lsidemo.comwww.lsidemo.com

Select Open (or RUN) to Download and Start the LSI Installation Wizard

LSI Prospect ManagementLSI Prospect Management

Use the buttons at the bottom of the

installation wizard to guide you through the

installation process

LSI Prospect ManagementLSI Prospect Management

Click the LSI Icon to Start

LSI Prospect ManagementLSI Prospect Management

Fill in the information and use the “Next”

button to walk through the Installation

LSI Prospect ManagementLSI Prospect Management

Installation and Setup is completed, click

OK to enter LSI

LSI Prospect ManagementLSI Prospect Management

ConsumerTRAC Import Benefits• Consistent File Format Every Time (no waiting)• Files have “.fmc” Extension (easier to find)• Import Name Automatically Extracted from File• Simple for Dealers to use

Imports have Gotten Easier!Imports have Gotten Easier!

LSI Prospect ManagementLSI Prospect ManagementLSI PROSPECT MANAGEMENT

Marketing & Advertising Business Development Center (BDC) ConsumerTRAC Competitive Advertising Database Dealer Direct FordDirect Ford Dealer Toolbox FCSD Marketing Central Retail Trade Cycle Management more Marketing & Advertising

LSI Prospect ManagementLSI Prospect ManagementLSI PROSPECT MANAGEMENT

LSI Prospect ManagementLSI Prospect Management

Choose the Type of Download

CSV Download LSI Download

LSI Prospect ManagementLSI Prospect Management

Sold Customers are the ones that bought from the Dealership (they typically have a VIN)

LSI Prospect ManagementLSI Prospect Management

Incorrect!Incorrect! CorrectCorrect

Information is in Wrong FieldsInformation is in Wrong Fields

LSI Prospect ManagementLSI Prospect Management

Entering Customers (Prospects, Sold & Service)

• Sold Customers– Download from ConsumerTRAC and Import– Import from DMS System– Manual Entry

• Prospects– Real-Time Entry (leveraging existing data – Drivers License Scan)– Import from DMS (Showroom DMS Entry in Reynolds, ADP, UCS)– Entry from “Up Cards” or Desk Log (leveraging existing data)– Download Opportunities from ConsumerTRAC or other lists

• Service– Import from DMS– Manual Entry

LSI Prospect ManagementLSI Prospect Management

Entering a New Prospect

LSI Prospect ManagementLSI Prospect Management

LSI Prospect ManagementLSI Prospect Management

LSI Prospect ManagementLSI Prospect Management

Prospect Entry - Critical Items

• Date• Prospect Type (Walk-in, Phone, Internet, Other)• Name• Address• Phone Numbers (as many as possible)• Email Address• Vehicle Desired (New/Used, Make & Model)• Source (i.e. Flyer, Yellow Pages, Referral, etc.)• Salesperson

LSI Prospect ManagementLSI Prospect Management

IMPORTANT!Always Enter Customer &

Salesperson Names in Last, First format to make it easier to find them later

LSI Prospect ManagementLSI Prospect Management

Prospect Entered!

LSI Prospect ManagementLSI Prospect Management

LSI Prospect ManagementLSI Prospect Management

LSI Prospect ManagementLSI Prospect Management

LSI Drivers LicenseScanner

LSI Drivers LicenseScanner

LSI Prospect ManagementLSI Prospect Management

LSI Scanner Information

• Scanner uses OCR (Optical Character Recognition) which means it “Reads” the front of the License

• Picture feature can be turned off if Customer requests.

• IMPORTANT – Manage Expectations… OCR is not perfect, you will get some read errors, especially when there are holograms and background pictures

• Requires a Computer with a USB 2.0 Port

LSI Prospect ManagementLSI Prospect Management

LSI ScannerLSI Scanner

LSI Prospect ManagementLSI Prospect Management

LSI Scanner

LSI Prospect ManagementLSI Prospect Management

Recalling and Looking Up Prospects

LSI Prospect ManagementLSI Prospect Management

Enter Name or other items in one of the QuickSearch Fields

BROWN, B

When there is a Comma in the QuickSearch entry the results

are sorted by Last Activity

LSI Prospect ManagementLSI Prospect Management

– OR – Press the “F3” key for more Search Options

BROWN, BOBBY

LSI Prospect ManagementLSI Prospect Management

Click on Column Headings to sort by that Column – You can also Click on a Column Heading and

“Drag it to a different location

LSI Prospect ManagementLSI Prospect Management

Bookmarks

LSI Prospect ManagementLSI Prospect ManagementLSI PROSPECT MANAGEMENT

LSI Prospect ManagementLSI Prospect Management

Menus

LSI Prospect ManagementLSI Prospect Management

LookupFile

Letters

LSI Menu Items – Main Screen

LSI Prospect ManagementLSI Prospect Management

LSI Menu Items – Main Screen

Reports Setup Help

LSI Prospect ManagementLSI Prospect Management

LSI Menu Items – Main Screen

Tools Fields Available

LSI Prospect ManagementLSI Prospect Management

LSI Menu Items – Recall Screen

Export Tools

NEW !

LSI Prospect ManagementLSI Prospect Management

Link a Scanned PDF File to the

LSI Record

Notes

LSI Prospect ManagementLSI Prospect Management

Link a Scanned PDF File to the

LSI Record

LSI Prospect ManagementLSI Prospect Management

Reports

LSI Prospect ManagementLSI Prospect Management

LSI Prospect ManagementLSI Prospect Management

The BDC Audit Report

• Why BDC Results and Ford BDC Results Reports are different• How we Track Dates in the BDC Results Report

LSI Prospect ManagementLSI Prospect Management

Unsold Results Report

LSI Prospect ManagementLSI Prospect Management

CSR Results Report

LSI Prospect ManagementLSI Prospect Management

Call Timing Report

LSI Prospect ManagementLSI Prospect Management

Active/Working Prospects Report

LSI Prospect ManagementLSI Prospect Management

Appointment Results Report

LSI Prospect ManagementLSI Prospect Management

Prospect Traffic Count Report

Why don’t the numbers always match on different Reports?

LSI Prospect ManagementLSI Prospect Management

Fixing Metrics Errors

LSI Prospect ManagementLSI Prospect Management

Cleared Activities Edit Window – Fixing Metrics Errors

LSI Prospect ManagementLSI Prospect Management

Date Scheduled(Appt Scheduled Date)

Date Completed(Dealer Visit Date)

Date Appt Added(Appt Set Date)

Status Result

LSI Prospect ManagementLSI Prospect Management

Merge Records Utility

LSI Prospect ManagementLSI Prospect ManagementLSI PROSPECT MANAGEMENT

LSI Prospect ManagementLSI Prospect Management

Re-Assigning Activities

LSI Prospect ManagementLSI Prospect Management

Using the Re-Assign Activities Feature

LSI Prospect ManagementLSI Prospect Management

Creating a “User Group” within LSI

LSI Prospect ManagementLSI Prospect Management

Other Features

LSI Prospect ManagementLSI Prospect Management

Automated Activities

Date Driven, Event Driven Date Driven, Event Driven and 1-Time Automated and 1-Time Automated Activities Activities Simplify Sales & Simplify Sales &

Renewal CampaignsRenewal Campaigns

Date Driven, Event Driven Date Driven, Event Driven and 1-Time Automated and 1-Time Automated Activities Activities Simplify Sales & Simplify Sales &

Renewal CampaignsRenewal Campaigns

Date Driven (i.e. Lease Expiration)

Event Driven (i.e. Phone Busy)

1-Time(i.e. Incentive)

LSI Prospect ManagementLSI Prospect Management

Daily Reminders & Work Plan

OrganizationOrganizationDaily Reminders and Salesperson Daily Work Plan Daily Reminders and Salesperson Daily Work Plan keep everybody on the same page and makes sure keep everybody on the same page and makes sure

Customers don’t fall through the cracks.Customers don’t fall through the cracks.

OrganizationOrganizationDaily Reminders and Salesperson Daily Work Plan Daily Reminders and Salesperson Daily Work Plan keep everybody on the same page and makes sure keep everybody on the same page and makes sure

Customers don’t fall through the cracks.Customers don’t fall through the cracks.

LSI Prospect ManagementLSI Prospect Management

Query Function

Opportunities!Opportunities!Query function allows the Dealer to Query function allows the Dealer to

target “Opportunity” Customers and target “Opportunity” Customers and develop Call/Mail/Email Campaignsdevelop Call/Mail/Email Campaigns

Opportunities!Opportunities!Query function allows the Dealer to Query function allows the Dealer to

target “Opportunity” Customers and target “Opportunity” Customers and develop Call/Mail/Email Campaignsdevelop Call/Mail/Email Campaigns

LSI Prospect ManagementLSI Prospect Management

Daily Metrics Feed to FordDaily Metrics Feed to Ford• Dealer must sign Data Sharing AgreementDealer must sign Data Sharing Agreement• Sent Automatically each morning via Internet Sent Automatically each morning via Internet

ConnectionConnection• Records details on Prospect, RTCM and Records details on Prospect, RTCM and

Lease Renewal Contact and EventsLease Renewal Contact and Events• Must be Setup in LSIMust be Setup in LSI• Parts Code is CriticalParts Code is Critical

Setup – Defaults – Misc. Tab

LSI Prospect ManagementLSI Prospect Management

DMS Imports AvailabilityDMS Imports AvailabilityReynolds / ADP / UCSReynolds / ADP / UCS

Sold CustomersSold Customers Prospects entered into Showroom Traffic Prospects entered into Showroom Traffic

ApplicationApplication Service CustomersService Customers

The User/Dealership must have access to the The User/Dealership must have access to the reporting and collection tools available from the reporting and collection tools available from the DMS ProviderDMS Provider

Let us know before your visit. We can setup LSI, the Let us know before your visit. We can setup LSI, the imports & Network and you are imports & Network and you are READY TO ROCKREADY TO ROCK!!

LSI Prospect ManagementLSI Prospect Management

ThankThankYou!You!

ThankThankYou!You!