Situation
Our client is a global car manufacturer with hundreds of dealers in the US. Their certified pre-owned program includes a comprehensive inspection, extended warranty and CARFAX report. Yet its dealers struggled to track inventory, and report on sales.
US dealerships achieve efficiency and productivity using Salesforce Community Cloud for CPO program management.
Excel templates were used for managing and reporting on sales, and three disparate systems for checking inventory status, pre-delivery certification (PDI), title history, and recalls.
It was a challenge to obtain an accurate inventory count, check for vehicle certification, or determine if the car was sold to another dealer. For example, the SAP system showed 100 cars in inventory, when in reality, there was 10.
Action
We developed a certified pre-owned (CPO) program management platform using Salesforce Community Cloud for US regional and national car dealerships. The platform was integrated with SAP Enterprise Application Integration (EAI) to receive and leverage data in the CPO platform.
SAP EAI gives dealers a consistent interface for multiple applications, a single point of access, and streamlining business processes. The platform was integrated with the pre-defined inspection (PDI) system, providing inventory status in real-time of vehicles.
Dealers can view sales and inventory data and reports to measure CPO Program and match vehicle KPIs against sales goals. They can also track non-certified used vehicles sold at dealerships in real-time.
Dashboards capture sales objectives categorized regionally and nationally. Generated by Salesforce AI, reports are comprehensive, providing sales by model, number of days from inspection to sale, and sales comparison of goals by month to year. A utilization report includes which engine type has the most sales.
Results
Our Salesforce solution helped corporate and regional dealers achieve efficiency and productivity by accessing a “one stop” platform to:
- View inventory status and download daily and monthly reports.
- View vehicle availability and manage inventory and sales of certified vehicles.
- View and manage real-time inventory and sales.
Access documents for uploading, printing and emailing to customers.
Salesforce AI reports provide sales by model, number of days from inspection to sale.
Dealers can view sales & inventory data, and match vehicle KPIs against sales goals.
Platform integration with the PDI system, gives dealers inventory status in real-time.
Salesforce AI reports provide sales by model, number of days from inspection to sale.
Dealers can view sales & inventory data, and match vehicle KPIs against sales goals.
Platform integration with the PDI system, gives dealers inventory status in real-time.
Salesforce AI reports provide sales by model, number of days from inspection to sale.
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800+
Dealerships in the US -
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50%
Dealer participation rate -
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12
Reports generated by Salesforce Einstein