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Consulting
Because we serve dealer clients across the US and Canada, we can maintain an up-to-date database of actual vendor pricing and special terms. We compare any new proposal against this database and we can, therefore, accurately tell a dealer what he should pay for a particular item or service. Our information is based solely on real transactions and not speculation. No other “consultant” can truthfully make that claim.
Please note: The Paul Gillrie Institute will not allow a client to engage our services unless we have first established that we can provide a significant financial benefit to the dealer.
We provide the following benefits to the dealers who engage our services:
- Accurate quantification and analysis of computer system hard costs. This includes hardware, software licenses, training and other “upfront” costs. We will tell you what others are paying and tell you what discounts you should be getting.
- Critical review and analysis of the recurring monthly charges associated with the system. Eighty percent (80%) of a dealer’s expense is in these monthly charges. This is where the battle is won or lost. Why pay more than other dealers?
- Up-to-date information on the best financing options available from the various DMS vendors. These programs sometimes change from day to day. We help you ask for and lock in the best deal for your store.
- Assistance in structuring the master services contracts with the special terms and considerations (addenda) that will offer long term protection from vendor abuse. These are dealer-friendly changes to the “boilerplate” vendor contract. If other dealers have received these better terms, would you want to sign a contract with less protection?
- Advice on which software works and which doesn’t based on actual surveyed dealer experience. All of our information comes directly from our client’s experience with a product.
- Formulation and implementation of a proven negotiating plan that even includes preparing the dealer’s team for each vendor meeting. We “load your lips” with proven strategies that work and teach you to avoid the common mistakes that might reduce your discounts.
- Reduction of the time and stress associated with the negotiation and acquisition of new technology. Our clients tell us that they not only saved a lot of money, they had fun in the process. While we can’t guarantee fun, we will help you stay in control and avoid the stress that is normally associated with a major negotiation.
In the course of delivering the above benefits to our clients, we also perform the following services:
- Review all proposals from vendors and confirm that all proposals provide for the same hardware and software, in kind and quantity. We generate simple side by side comparison summaries that get you the facts without wasting your time. Any exceptions to the specifications will be clearly noted.
- Explain each vendor's discount practices and typical negotiation processes.
- Review the final contracts to ensure that it includes all the agreed upon items and the appropriate addenda.
- Be available for consultation during the installation process and thereafter.
- Be available to the client for consultation relating to the current system being purchased as long as the dealership retains that system.
- Provide periodic analyses of the vendor’s monthly billings to ensure compliance with the negotiated terms and to advise the dealer on cost reduction techniques that may be employed over the full term of the agreement.
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