Dealers want to break free from the bad relationships with their current providers. And, they understand that they cannot stick with the same DMS while expecting better results.
Albert Einstein is credited with saying, “The definition of insanity is doing the same thing over and over again, but expecting different results.” All of us are guilty of this behavior at some point or another. We root for the same sports teams, despite years of disappointment and failure. We eat at the same bad restaurants, somehow expecting better food. Even Einstein himself, a genius by all accounts, failed over and over again until his mistakes served as inspiration to try something new.
Insanity, as it turns out, is part of our everyday behavior. But, when it creeps into our business practices, affecting our customers, employees, and bottom lines, it might be time for a change.
It’s Like Déjà-vu All Over Again
A recent study showed that many dealers are reluctant to change their DMS, despite having a negative overall perception of their current providers. They expressed concerns with paying too much for outdated, limited software. They said their current DMS was slow and old, and felt disappointed with its reporting capabilities and customer support. Some even described feeling trapped inside a bad relationship with no way out.
Yet, despite these negative perceptions, many dealers are reluctant to switch providers because change is so hard. When asked to explain why they refused to make a switch, one-fourth of the respondents said it was too big of a hassle – they just wanted to avoid the disruption. Others said they weren’t aware of better alternatives or felt locked into a long-term contract. In general, dealers were reluctant to change because they were, at least, familiar with using their current system, even if it wasn’t producing the results they hoped for.
The Day after Groundhog Day
Even though change can be hard, many dealers eventually decide to make a switch. And, in general, those dealers find their new providers to be helpful and the platforms easy to use. According to the study, dealers consider the following important features in a new DMS.
No matter the specific reasons, all shared the common theme of wanting to improve and grow their businesses.
Expect More from a DMS
So, what’s the take-away from the study? Dealers expect more from their DMS. They no longer want to pay for limited, outdated software. They want to break free from the bad relationships with their current providers. And, they understand that they cannot stick with the same DMS while expecting better results.