Getting your cars through reconditioning and PDI is only the halfway mark to "sale complete" and ends when the "funded" deal is sent to accounting. Both recon/PDI and deal-flow are perfect candidates for workflow technology, but with different sets of rules and users. The need for speed and efficiency is ever more critical in deal-flow, because now your customer experience is at risk.
In recon, the stock number is the critical key, but when vehicles advance from recon/PDI to deal-flow, the deal number becomes the key. This allows for an alternate vehicle to be swapped into a working deal, which is needed if the desired car is sold to another customer before the deal is complete. The included chart shows how a workflow application allows this to happen and how the two are connected.
DePaula Chevrolet in Albany, New York, started using workflow to measure and manage their recon time-to-market 36 months ago, and now have their processes dialed to have their used cars, trades and auction purchases on the frontline in 48 hours. While recon was working like clockwork, their deal-flow was still being handled the old way, using logs and paper. Paul Lynch who heads the dealership's sales operations, decided to also configure a second workflow to manage deal-flow.