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Jared Hamilton
From: Jared Hamilton
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Joe Webb

Joe Webb Founder / Trainer

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A Vendor Scorecard

 

With advancements changing in the online marketplace daily, vendors must realize their products must change as well…just as quickly. Dealers won’t wait around forever as their vendor clients continue to sit on their hands. So here is my challenge to every vendor:

I want a Vendor Scorecard. I believe vendors should create a scoring system that allows all of their dealers to see, review, and vote on what advancements their teams should put into action. Not support issues (though a Vendor Scorecard could be beneficial for this as well), but an idea exchange where people on the ground can tell the people in the high-rises what their system NEEDS to be able to do. It could be a small password-protected community within your software that allows ALL dealers to post their product enhancement requests so that ALL other dealer clients can see. Make it available to your own loyal public. Each product enhancement request should be time-dated and stamped so we know just how long it takes the vendor to react. Not respond to… React. Fix. Change. Develop.

Then, take it to the next step, and allow every dealer client to VOTE on which product enhancements they most desire to see active sooner rather than later.  You will create your own weighted scale as to which improvements to focus on completing. If you so desire, consider giving those few dealers that utilize your system to its fullest, are your oldest clients, or represent you in the online communities a heavier VOTE than others.

DrivingSales has taken one step by bringing Vendor Ratings into the forefront and asking the automotive retail professionals that peruse this site to vote on who and why they recommend the companies they’ve chosen. This has been a good way to help vendors gain exposure and allow dealer personnel to give feedback to their peers. When a vendor’s reputation is questioned on these sites, it is amazing how quickly they respond. They either scurry to cover up the negativity or do their due diligence to correct it before it damages their business. 

The end goal here is to let your own community of clients that USE your product to IMPROVE your product. I think there is a progressive way to do this without risking a vendor’s reputation. 

If you are a vendor reading this, please don’t hate me for saying it, but your product/solution/sites CAN improve. Not “will”, but “can”. You can enhance your offerings to dealers if you just listen closely to your current clients. As someone who helps dealers maximize their current providers’ solutions, I see far too many no-brainer enhancements that still are not being implemented. When I request a change from a vendor or give them (free) advice on how to better their offerings, I hear the same responses constantly. “We are working on it.” “I’ll pass it along.” “That is scheduled to be in our next release of enhancements 6 months from now.” What else do I hear? “I don’t understand.” THAT is the problem. You aren’t using the product the same way an Internet Sales Manager or Sales Manager uses it so you have your blinders up to the real needs of your software.

Dealers are asking themselves daily: “Where the heck do all of my product requests go?” “How many times do I have to suggest an improvement for it to go overlooked?” “When will this feature become available or active?” “Is anyone listening to what I want?”

I see no better way to get a vendor’s attention than making product enhancement requests a centerpiece to their customer service initiatives. Customers will finally be able to track their relationship with the vendors and hold them accountable if need be. Make them time-stamped suggestions with enough of your constituents voting for it and there will be no way a dealer can have a deaf ear. It is time more vendors listen to their clients first instead of listening to their own random ideas.

As I said, this is a CHALLENGE. The first vendor who decides to make the direction of their technology a democracy by creating a similar Vendor Scorecard available for all of their dealers wins my approval and another blog post dedicated to their innovative ways. Fair enough?

And if you need more questions or details on what it should look like, just reach out to me at joe@dealerknows.com - http://dealerknows.com - or - http://virtualdealertraining.com .  
Rob Fontano
This sounds like a great idea Joe! I think that vendors in general believe that they are true partners with their dealerships, but They also believe that they know what we need. I think that an open line of communication could lead to some incredible advances. Let's see who steps up first.
Rob Fontano
Sorry Joe, I heard a cricket and instictively stepped on it.
Jared Hamilton
Joe - I love this idea. In fact, I know you didnt know this, but we have actually built communities for other companies and we have that feature set in there. So anyone that would like a private dealer community for dealers to be able to make suggestions and vote the ideas up and down... Let me know. Also, we will launch this for drivingsales. This way anyone that has an idea on how to make our community, conference or magazine better can! Stay tuned, coming soon. Joe - great idea! Thanks for sharing.
Joe Webb
Let it be known that I've seen plenty of Ning site communities for vendors, but never an entire section specifically for product enhancements to vote on. Lending credence and priority to another dealer's idea for the sake of the entire client base could be very effective. Jared, if you have one similar to what I stated - a weighted scale that is actively patrolled by dealers and their vendor alike with the hopes of putting into motion new development projects, please share with us an example.
Joe Webb
Let it be known that I've seen plenty of Ning site communities for vendors, but never an entire section specifically for product enhancements to vote on. Lending credence and priority to another dealer's idea for the sake of the entire client base could be very effective. Jared, if you have one similar to what I stated - a weighted scale that is actively patrolled by dealers and their vendor alike with the hopes of putting into motion new development projects, please share with us an example.

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