Cox Automotive is transforming the way the world buys, sells, and owns cars with its VinSolutions software for car dealerships to manage customers and sales. But while they were changing how salespeople followed up on leads to sell more cars with a digital platform, VinSolutions’ manual document process involved antiquated PDFs, documents, and spreadsheets. See how they shifted into the fast lane with Conga.
Cox Automotive faced unavoidable and unsustainable human error.
Years ago, VinSolutions Vice President of Sales Chase Abbott remembers a $3,200 deal the car dealership software company had just made. Problem was, the salesperson accidentally left off a zero while managing the contract in VinSolutions’ then-manual system. VinSolutions, a subsidiary of Cox Automotive, had been using PDFs, Microsoft Word Documents, and Excel spreadsheets to manage sales.
Chase called the customer with hopes of fixing the error, but quickly learned there was nothing he could do. "I had to call them as a vice president and say hey we had a typo, an error, and he said 'well, I don’t know what you’re talking about, I have a signed proposal.' But I thought to myself at that point, how can I eliminate this from the sales process? And the only way to do it is to go electronic.”
The tedious manual process included transporting stacks of hard copy sales contracts to process a high volume of sales from trade shows, and a pretty lengthy procedure to reach out to customers. At times, it took upwards of 40 minutes, which proved to be a costly time expense, too.
Sales reps were often in the dark about whether a client had seen — or had questions — about a proposal and contracts, while terms and conditions and legal documentation were also far from standardized.
“I remember one day I saw a salesperson doing the math on what the bill should be and I had a moment of clarity and I said, ’I don’t think this is sustainable,’” Chase said.
It wasn’t. So Cox Automotive and VinSolutions made some major changes.
Check out their full story to see how Cox Automotive and VinSolutions shifted their processes into overdrive with Conga.