Arbor Age

12 Green Media / August 2014 www.greenmediaonline.com business system, eliminating the need to register products manually through the suppliers' portal. 2) What are the latest trends and technological advances when it comes to business management software systems for the OPE industry? Anne Salemo: More dealers are seeking and utilizing mobile access to their business data and are encouraging em- ployees' use of mobile devices such as tablets and smartphones for business use. Dealers want mobile access to parts, equip- ment and customer information, so business system vendors are adding this and other functionality. Some examples include the ability to clock onto work orders and managing customer communications from mobile devices. Many OPE dealers are fi nding that renting out equipment is a great way to boost revenue because of the continuous income it can generate when managed properly. Dealers don't want to have to purchase and maintain a separate rental system, so they are looking to their business system for these tools. Financial utiliza- tion reporting, depreciation management, a confi gurable rental calendar, the ability to track lost sales, rent units with multiple durations, and bill recurring rentals are all very important features for dealers to have in order to serve their large-scale customers and manage the ROI of their fl eet. Allowance for additional ca- pacity is another important system feature that allows dealers to rent out units outside of their rental fl eet, so they can actually use units out of their inventory if all their units are rented. 3) Why should OPE dealers invest in a business management software system, and what should be their key considerations when shopping for one? Anne Salemo: Any equipment dealer who is trying to limp by relying on their current business system, or without using any system at all, is very likely losing money as a result. There is so much insight to be gained from using a BMS that is updated with the latest technology — and much to risk by not using one at all. Being able to determine each department's contribution to the dealership's overall margins, knowing what to stock by season, tracking and analyzing technician's time, harnessing the power of customer management, and streamlining communica- tion with suppliers are all critical to maintaining the health of a dealership in this competitive industry. 1. What are the system's unique features? Ask what the vendor can deliver that their competitors cannot match. Does it have an integrated CRM system, integration with suppliers, and internal communications tools? 2. Vendor's commitment to research and development. Ask the vendor about the frequency of their software updates and their plans for future functionality. 3. Ongoing costs value provided. Ask the vendor if there is an additional charge for enhancements, new releases, release training, etc. 4. Alignment with your industry and business processes. Find out if the software aligns with your business processes if you have special requirements. Do you have specifi c, unique processes/procedures, special reports, etc.? 5. Vendor's industry reputation. Look for longevity, cus- tomer values, industry alliances and endorsements. Talk with them directly at a trade show; inquire about them when speaking with your suppliers, equipment dealer associations, Dealer 20 groups and other dealers you know. 6. Operating system, platform and technical specifi ca- tions. Is the hardware platform widely and currently supported? Can the system be run over the Internet or is a server required? If you're looking at an Internet-based solution, educate yourself on the three main platforms used: terminal server ("Thin Cli- ent"), browser-based applications, and Smart-Client. 7. Supplier integration. Look for integration with elec- tronic parts catalogs and access to parts pricing. Manufacturer- specifi c integration is important for branded dealers and should meet the suppliers' specifi cations for inventory ordering and fi nancial reporting. Ideally, these transactions can be made from within the software, eliminating the need to log onto the sup- plier's site or re-key data. 8. Accounting and payroll in the system. Look care- fully at the BMS' accounting system to see if it matches your methodology, and if it includes payroll integration. If you use QuickBooks and wish to continue to use it, fi nd out if the system will work along with it. 9. Accessibility to your data and the confi gurability of the software. Do you have access to build your own reports or query your data based upon criteria you specify? What built-in reports does it include? Is there "drill-down" access? Is the system setup confi gurable? Can you set users' permis- sions to access only the data you want them to? JOY McCLANAHAN SALES MANAGER NIZEX, INC. (MCDONOUGH, GA.) 1) What is the latest OPE industry-related news about your company? Joy McClanahan: At nizeX, we're constantly looking for new ways to make Lizzy, our business management software, better. While some people operate under the idea of, "If it's not broken, why fi x it?" we tend to see things a little differ- ently. The best equipment manufacturers are always looking for innovation in their product line, and it's that innovation that drives the OPE industry. Why shouldn't the software you use to run your dealership be the same way? Our goal with Lizzy is to make the job of running your dealership easier than ever before. We want to save you time, reduce lost inventory, and help you be more productive. If we can make your day- to-day operations easier, you can get back to doing what you love — and be more profi table, too. SPECIAL FEATURE SPECIAL FEATURE

• Cover
• Table of Contents
• From the Editor
• Tree Care
• Special Feature
• Business Management
• Fleet Management
• Product Round-up
• Ad Index
• Turfgrass Management