Ford Focalpoint - an Esales support tool to be used by dealerships
An Esales Support Tool To Be Used By Dealerships
Logica, the global solutions company and Ford Europe have announced the UK pilot of the integration of FOCALpt with dealership Dealer Management Systems (DMS), the first integrated selling and support system in the automotive industry.
Ford’s vision was to provide a “best in class” dealer sales support tool to their European dealers. Ford is taking the lead in this respect, having already defined itself as “a consumer company specialising in automotive products and services” and continually seeking more effective ways of winning customers, enhancing its brand image through excellent service and generating long-term loyalty through all its market channels.
Ford has recognised that in the battle for customers’ hearts and wallets, its foot soldiers are its dealerships. It has taken the view that if Ford supports its dealers with excellent customer relationship management processes and systems, it will succeed in building market share for all. Ford therefore, identified a requirement to equip its dealerships with a common sales support tool that would help them serve their customers appropriately from the start to finish of a sale. Its goal was to provide customers with a consistently outstanding sales experience.
The Challenge
Ford envisaged a sales support tool, now known as FOCALpt (Focus on Customer and Loyalty Through Personalised Treatment) that will guide the dealers through a structured sales process and enhance the sales experience for the customers in the dealerships. The key features of FOCALpt are that the dealer is able to capture new and recall existing customer details and vehicle history information; establish the customer’s current vehicle requirements; locate the vehicle; complete a part exchange evaluation; provide a price and arrange credit all on-line.
This innovative solution has been developed in partnership with the three UK leading DMS providers, Kerridge Automotive, Kalamazoo and Pinewood Technologies. A pilot phase has seen this evolutionary concept installed with two major dealer groups across the UK, Polar Motors and the Pendragon Motor Group. FOCALpt enables these auto giants to achieve the 'Holy Grail' of the automotive sector, the ability to give seamless integration between manufacturer supplied information through to dealership back office operations, producing streamlined process and reduced costs.
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