Motor City ranked Contact Management's integration with their DMS as one of its most beneficial features. That integration meant that customer information was accurate no matter where a change was made - service, parts, accounting, or the sales department.

Implementing Contact Management has made the Motor City sales team much smarter about where they spend their time with customers. Because they know more about each customer's background, purchasing history, and readiness to purchase a new vehicle, they can address individual customer needs more quickly and shorten the sales cycle. And just as their salespeople now easily recognize an existing customer, they also know when they're dealing with a prospect that is new to the dealership. Based solely on a name and phone number, Contact Management can do a reverse White Page lookup to give them even more information about the prospect after they leave. With more knowledge about their customers and prospects, follow-up has become more meaningful, resulting in better responses.

The ability to maintain management oversight without increasing the number of managers has been a great result of the new system. Managers can open a desk log every day to see how many prospects came in, what brought them in, how many appointments were kept, how many were not, and drill down to which salesperson is responsible for each customer. Contact Management allows Motor City to know at any given moment whether they are on target for the month or not. And, because they did not have to hire new managers, they have the competitive advantage of lower overhead costs.