Finding an effective automotive CRM software tool for the automotive vertical market

There is much potential and challenge for today’s automotive CRM software market since an effective automotive CRM tool for this vertical market will help dealers increase sales, customer loyalty and achieve customer retention. This market can be classified as a vertical one since car companies only sell to dealers, and not to other businesses. 

The car companies and their relationship with their suppliers has been traditionally difficult, but armed with a proven CRM solution, like Siebel, the automotive industry can fight off lagging sales and build customer loyalty by targeting specific clients to boost leads and boost sales. Other automotive CRM solutions include AutoCRM and Terrasoft CRM. 

Because the car company and dealer relationship is so important for developing sales and customers, finding a sound CRM solution should be a management priority. Siebel is an expensive ($70/month per user), yet extremely effective solution for car companies and dealers, and AutoCRM improves business by smoothly integrating customer relationships through touchpoints, technology, and information. The Terrsoft CRM software solution monitors vehicle stock levels, delivers reports for the most popular models, and generates invoices for the used car exchange. 

All of these CRM solutions focus on accomplishing the following between car suppliers and their dealers:

• Address problems within the automotive industry
   
• Increase sales and market share
   
• Address difficult dealer/supplier relationships and a lack of dealer collaboration
   
• Increase multichannel capabilities
   
• Integrate supplier and dealer planning to lower high IT costs
   
• Share sales, service and marketing information
   
• Collaborate to manage complex data governance requirements
   
• Effectively manage employee relationships

In order for car dealerships and their dealers to work together and gain customers, both need to let go of the notion that they are cannibalizing each other’s customers. Since there are few incentives or efficient methods for dealers and car companies to share critical customer data, management will not receive effective product, service, and household information if there isn't an effective CRM solution in place. In addition, consumers receive conflicting marketing communications from the two camps, which dilutes the brand value. 

Key features of Siebel’s CRM software

 

The right customer relationship management can give the sales and marketing divisions of the car companies access to the same customer information at the same time. In the case of Siebel’s CRM OnDemand Automotive Edition solution, dealers can take sales leads and centralize them for the automakers’ use.

These are Siebel’s key features:

• Sales management shares customer information between sales, service and parts departments
   
• Vehicle management gives complete vehicle data along with sales, service and financial history, as well as dealer and license information and owner and contact information
   
• Activity and e-mail management systems link e-mails with associated contacts, leads and opportunities
   
• Service management increases customer loyalty by enabling consistent, personalized interaction across all customer touchpoints including, telephone, e-mail, Web, wireless devices and in-person meetings.

There are numerous challenges for getting automotive manufacturers and their dealers on the same page with CRM. However, today’s CRM tools can effectively serve the needs of the automakers and dealers by increasing customer trust and loyalty with an integrated software system.