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hi this is Sam aggress tea with Brady were dealership advisors and I want to welcome everyone to the April webinar this month we are focusing on DMS systems and we're very fortunate to have seen you through Rome whose many knows a DMS guru a little bit about Sadie she's but she started in the old ships that's 14 years old and has probably worked in every area I would gillers yep I'm including being the controller CFO for one largest Chevy and dodge dealers in the five state area has there so sandy brings a lot of knowledge to DMS area and has published several articles spoken in a DA has developed a super control or self study guide so her credentials go on and on and it actually owns their own DMS system called dealer star so we're very very excited to have sandy with us this month and we're be discussing DMS comparison and how to determine which one is right for you so with that I'll turn over Sandy's great well thank you salmon thank you for inviting me and welcome everyone I know most of you are here today have tuned in today because you maybe have an upcoming decision to make about your DMS needs so some of you may wonder uh first of all CDKs new flex system is that right for you you may have seen that in na da and be wondering what is that should you stay with Reynolds or Reynolds and talk about some reasons to stay reasons to leave you'll attract DMS now you may have switched to that over the last 10 years will they overcome their lack of features compared to C DK and realms or Reynolds and then did you see something you like it na da something shiny and pretty and new and there's quite a few choices of it obviously Auto soft bottom a PBS and and like Sam said even our own dealer star although we're not actively looking for customers right now but let's talk about the big three the ones we all know dealer track cdk Reynolds and Reynolds first of all we'll talk about a dealer track which is what I still call the the older Kona system that dealer track of paid actually Cox paid four billion for the dealer track which in included the Arcona system so one of the the recent things that happen there is is that some of you may have heard of that as very large group they they left their beloved Reynolds and Reynolds twists on system they went to our Kona it failed and then now they're on cdk the last that I've heard might be able to be corrected on that but that's the last I've heard now the dealer track our Kona system lately if it was a reach originally selected because of price it had a really good price it was $1500 a month and it was starting to get acceptance you could go to 20 group meetings and say you have our Kona or dealer track and and nobody groaned or anything but now is there they've been growing they've had some issues with with trying to catch up with those features that dealers won and and then of course a support anytime someone grows it's hard to support that many users then we're seeing that price starting to creep up now the system is considered now the step-step-step child because if you look at the progression there our Kona which was in Salt Lake City got bought by the company in New York and then the New York company got caught by bought by the company in Atlanta Cox automotive so so now we're seeing the DMS is like way way down is a step step-step child going into the the big boy which is cdk after the ADP spinoff it has a cap value of about seven billion and that's billion not million but billion now and they've been trying to take it private and the problem is is they want 11 billion for it the cap values between 7 and 8 so all the little suitors that came along have kind of backed off a little bit starting in February and we're seeing that stock coming down reflecting that it gotten up as high as in the 70s I think it's about in the in the high 50s maybe right now because of that that investment from that spin-off where people you have stockholders now and you have large major investors there's a lot of pressure in cdk for profits in fact all three companies are under pressure for profits and they need to in credit creased revenue well one of the first places that that they're looking for is starting to strict the data and they charge money for it it's kind of been an old old thing that we we saw with the old UCS system you know they always wanted to charge you if you wanted to get the data off the system but now kind of everybody out there wants some money to to interface with that system now cdk tried to buy automate last year it got turned down by the FTC so they turned around and said now we're going to offer a new system that we've developed called drive flex and they and they bought Ely it's one of the top three largest CRM companies kind of I guess make up for the hurt that they felt and not being able to get the automate DMS and then lastly we have Reynolds and Reynolds which is I always say you know it really is UCS UCS merged with Reynolds of Reynolds but is actually controlled by the UCS people and and I always like to tell this little story is is that the feeling about the emotional feeling that dealers have with with UCS because of all the auto lawsuits and and there was even a lawsuit that got settled one of the settlement was is that the dealer had to put an advertisement in automotive news that said I was wrong I was only suing UCS to get an advantage and when dealers see that they go oh my god this poor dealer why do you have to do that but I once had a had a dinner party and I had a couple dealers there and I had invited someone a friend of mine that worked for UCS he walked in the door and he said hi I'm so-and-so with UCS and one of the dealers flew across the room and said my Brockman is the devil himself everyone just was shocked to just stop and froze and and and I said oh no no no don't don't go bother him please he's just a tacky where you know everybody's never even met Bob Brockman and and so he settled down realizing okay he's just a technician but but the right after the merger of UCS and Reynolds and Reynolds they broke the deal of the IDMS contract with GM there's been a little little bad blood there and and after that as a consultant we went to UCS actually a couple of us went to UCS and we were sitting around a table it was right after the merger and the Reynolds realms people were there too on the UH effectually called the consultant day and they were there and they're walking by and I kind of wave to them and two of the ucs people were at our table and one turns the other and says got that systems a piece of junk and I turned and then I got up and left I turned to my friend a fellow consultant and said oh my gosh are they going to kill the most beloved system you know the Reynolds and Reynolds system but for now we're still seeing the two systems alive doing well they put an overlay on it called ignite they put the overlay on there oh one call power but we're thinking that overlay will give them that look and feel of being one system which has always been you CSS gold so why are these DMS system so old I know a lot of you maybe you're just coming into the dealership area and you know technology backwards and forwards and you log on to your these DMS systems you go oh my god this is just so terrible well for me everything is new it looks like it looks so nice and shiny new because I'm so old that you know we kept the parts inventory on three by five cards when I started in the business when I was 14 years old and then we had stock cards they were actually five by seven and and that was the new and used car inventory and back then the the general ledger we use posting machines to create the general ledger and we did have a little bit of computerization in the fni office kind of a weighing system that would calculate the contract and then my gosh they got a printer and it started printing it I was very excited because I was the one that used to type the contract so our first generation DMS systems in the 1980s just basically had parts inventory and accounting and in a very slight AR ap that's where we started out in the next generation was because of the manufacturer and-and-and because we wanted to do more invoicing so we added parts invoicing in two parts inventory so that we could create parts invoices on the DMS and we integrated the system into accounting then we added service invoicing so when parts started doing invoices the service department wanted to do it then we added parts ordering and parts pricing and the financial statement and warranty claims because we started that integration to the manufacturers so we moved in some of these names may sound familiar we moved from them - era and then we went from a lead into drive but what this has done is caused a lot of patchwork and so that's why that system seems so old it was all put together in little pieces way way back in the 1980s so so the big four then there were actually four big DMS companies which is ADP which is C D K now Reynolds and Reynolds and UCS and then there was ETF and that is actually the big EDS the the HS Perot had that compete that company but they actually had a small division called the automotive retail group so during these this time through the 1980s and 90s they started growing through acquisitions and see this is what happened with cdk they were they were going to acquire automate that had a lot of dealers on this system by now and so back in there and back in the 1980s and 90s the FTC really wasn't involved in these mergers and acquisitions so they went out and bought cars diet Ron Vick V kress these needs me sound familiar to some of you coin display data FDCs was the Ford system that was acquired by UCS and so that's how they grow they would they would actually acquire these and then they would kill that technology in fact even when when ADP got B Chris I went to the meeting at nad a afterwards and they said no no we're going to keep the V crest system and it was six months later they killed it so so that's how they grew because they wanted to acquire those users they also grew by acquiring technology so we kind of redefined a DMS system because Reynolds and Reynolds went out and bought a CRM company called dealer kid and cdk went out and bought a CRM company called automotive directions and they created these business users especially ADP or CD K and they would call it an ADP company so they bought they bought a computer company called Alliance which is now their web 1000 or their - system and they would call that an ADP company and but they were buying everything the technology and the old DMS system for the number of users not the technology now the third generation came along and and going back to the question you know why are they so old if they tried they tried to bring these things up a little bit faster and so ADP purchase dealers solutions or cdk purchase dealer solutions for about 53 million and this was a this was a Microsoft system on visual basic didn't work out for them they killed that system after 12 of 12 clients went on Reynolds and Reynolds spent 61 somewhere between 60 and 90 million to develop what they called their suite system it was based on Microsoft Dynamics and they killed that system after 25 clients went on but that caused a lot of stockholder resentment and it made it ripe for a takeover by UCS EDS might was which one of my favorite little ones that was for the Saturn dealers they came in and added a new system called FMS but then CD K or ADP bought EDS just the automotive retail portion and then they they killed that so why did this not work for them them bringing a new DMS to market well one thing that they did is they went on usually they got software that was developed for other industries and tried to modify it like Microsoft Dynamics and recently dam in Dominion did that a couple years ago they had a Microsoft Dynamics dynamics of version I think they called it DMS ax and they killed that project because it's just too hard to modify software that's made for other industries the other problems was performance and speed and trying to add all the features that a DMS now remember of ATP cdk Reynolds and Reynolds they've been working at this 30 40 years so they have you know labor grid pricing and core tracking when you're coming new to the market and try to add all those features even dealer track struggles with this because they're coming later to the game the other thing was the performance one of the issues is that when when they brought the suite product when Reynolds or elles brought bought that suite product to market one of the things when I first looked at it as a consultants as I said you mean I can only run schedules at night and they said yes yes you can't run them during the mill the day they build at night so you have to request them during the day they build at night and then tomorrow you can actually run your schedules and I said well that can't work I mean that's a deal breaker you you can't have a DMS system where you can't run a schedule today you know look at a schedule you can't you know I work for dealers they have a sense of urgency that nobody else can explain and and so when I actually met some of the the development people from the original era group I said why did you let them bring a market you know something to market the sweet product where you could run your schedules at you know only at night for the next day and and they said well we tried to tell them and and they wanted to work on their own and so that's one thing is that when they develop these new products they don't have the development teams bring in the legacy people that know what we need out there I mean we're very particular about the way we want our DMS system to run so they went back to what works okay so that's why we have a patchwork of Technology one DMS there's 13 different ways to exit a screen and I don't mean that every one of the 13 ways works throughout the system I'm saying that if you're on a particular system that the only way to exit that screen is to use one of the 13 ways in there's 13 different ways so they took the old screen and they said we want to call it Windows so we're we're going to do what I actually call is lipstick on a pig let's put an overlay on top and call it Windows and so that's what they did we have now these GUI interfaces that lay on top of our original DMS system for four CDK it's called the drive system or it's called the dash system if you're on the Alliance and and I have to say we're going to talk a little bit here about flex is that I sent I said about 10 people to na da because I could not attend and I had them go look at flex and so when they came back I asked them you know is flex a new DMS or is it a different overlay and they all of them agreed that one thing is Flex is now deployed on the new platform that it's actually kind of like a big server that that that a cdk created out there so that's one in Vegas called to us or something so it has odd name for me to pronounce but that's one thing is that it is deployed on the new server it does have the element that they're going to charge per usage and that may be kind of gasps because you know that's back I'm so old that when we used to be online with ADP in realms and Reynolds we actually were charged by every line every journal line everything that's how we were billed for the system there may be a couple people in the audience that are looking at each other and going yeah yeah I remember that it was you never knew what your DMS bill was going to be so so I'm wondering you know what is their thought on that but they're thinking well then that that way is the dealership growth they'll start paying more but they could get into the system for less so so when they came back I actually only has one or two no actually only one personnel the people I sent they came back and really felt it was a complete new DMS all the rest felt it was an overlay but we still don't know we won't know until we actually are able to see some at dealerships or some someone sees an email on what is the new CDK flex system automate calls there overlays sales made office made and it puts an overlay on the system a dealer track just recently changed it so they have all these little buttons or these little square boxes on the first thing and it's called the Cox bridge and they called it DMS 2.0 and it's just an overlay that makes it easier for you to move from the F&I system which is that belong to dealer track to the DMS system which is the Arkona system and it actually makes a way to be able to join the rest of the the Cox family products Reynolds Reynolds like I mentioned the UCS version is called power the Aero systems called it called ignite and then DBC and Dubuque we're still waiting to hear what's going to come up with their overlays they both have been purchased by another DMS company so back to our decisions is flex right for you you know are you considering that and I have to say you know based on and that's just my opinion so based on what happened in the third generation I'm trying to move to a new system I'd have to say I would wait I would wait a couple years for that before you know unless you're just one of those Trailblazers that as you know you know I I I don't I don't care about you know cutting edge I don't mind being on bleeding edge technology should you stay on Reynolds and Reynolds and you know I've always said this you know if it isn't broken you know you'd have to have some compelling reasons to leave and usually it's a price out there now so many people they're the reason one of the reasons why dealer track and the alternative systems grew is that when Bob Brockman merged UCS into Reynolds realms are going to took it over a lot of people jump ship and I always say this is is that you know I don't know who owns Chrysler I you know I try to keep track of it and stuff like that but I love my Pacifica van you know and I love my child country that I had before it I didn't care who owns it I loved the product Reynolds arouses up a lot of product people love it you know I like it I think it's a great system so you know if it isn't broken and you can afford it and you know why should you want to change I mean changing is really really really hard a dealer track I'm not seeing you know I actually we've had this webinar a year ago I would have said you know they're really coming up to it you know they're making it but I think in the last update that I saw on it there's only like four new features and they used to give me like a whole page we'd have a whole page of new features so I'm seeing that slowing down but they're still you know they're still features that are that are missing from that system and if they're the feature if there's that one feature that you need that makes a difference on making more money in in parts and service or sales you know that's hard or the air or if it's a feature that you need to better account for your your your business and be able to you know have internal control prevent Fahd fraud and things like that then it's a big feature that you're missing and as far as being ready for an alternative DMS of there's lots of choices out there and and we'll look at some of these choices right now lots of DMS a sign of someone can count them up and tell it tell me what they are but a lot of DMS systems out there at the top we have our our two tier of Tier one systems Reynolds Reynolds cdk then we then we go into dealer dealer track which we start moving into the tier 2 & 3 systems Dominion has has now they've actually come out with a new system called view and it's kind of like the the drive flex we don't know if that's the the old access system we know they killed the Microsoft Dynamics 1 and we know that they're on visual FoxPro which ended its support with Microsoft in 2015 so we don't know if the view is a rewrite or if it's a modification of the the old access system into something new if you do know that threesome in an email which will be showing at the end of this of Otto's office doing a rewrite of their system automat automate is you know suffering from those couple years that they were getting bought by cdk now they're back on their own so that's always a problem when when dealers you know knew that you were selling and now you're not the the add-on the DDS the Dubuque these these I'm sorry the EPC the Dubuque the atom these are ones that were recently bought by other companies I have a little bit of concern with with those procede which is for the truck market now we're into the blue area which are Microsoft based systems a lot of people always say when are we going to have a Microsoft basis and we have one for many many years you know mpk which is on the Microsoft nav product PBS out of Canada Quorum out of Canada and Lightyear which is now called dealer built and then we have our two newest system which is Advent DMS out on the west coast and here on the East Coast we have dealers star and so the first question you ask is that do I need do I need to stay on Reynolds rentals because I see a lot of people switch off our Reynolds Reynolds in cdk a Tier one system and go down into the dear to the dealer track the auto softe PBS and and they really suffer from it so let's look at some of what is a Tier one system so a turbulent system I kind of rank it in in four areas one is is that it's integrated versus interface CRM which I'll explain in a second and do you have a Report Writer do you have advanced features and that's the number one thing is the advanced features that you have that that keep let's say maybe a dealer dealer track system not on the same level as Reynolds Reynolds in cdk and true multiple multiple company which I'll explain that in a second so so CRM integrated or interface so if you are a dealer do an example here let's say your dealer on a PBS system and you have been solution well that's most likely going to be what we call interface which means that PBS sends customers to VIN solutions they upload them you know they may go by FTP or by Web Services but it's not live and so if doesn't matter if your dealership calls a customer make a service appointment and there they are sitting on the showroom floor sorry about that they really wouldn't be sitting on the showroom floor they be sitting at a desk at the or at a table on the showroom floor but does that matter if they email elite and this actually happened to my to my daughter-in-law she just had bought the car and then they sent her an email offering her 10/10 three gallons of gas or she'd come by and test drive well she went down and got it because she's a teacher on a limited salary do they send a reduction payment offer which we call the equity mining to a customer that just paid cash for a car last week or for yesterday so you know does that matter and that's the difference between an interface which is sharing data going back and forth by by FTP or web services off in a day late or integrate it where it's actually part of the DMS system the next thing is the Report Writer and I like to measure this in three levels and and the tier ones have level one which means we have access to the main database files we can use dynamic security to write reports that select fields based on certain criteria now we're seeing that we're seeing that maybe go away I know that with cdk right now when you try to run big reports they block you out of it then you got to email them up but and then era went from era link which I absolutely loved and helped name in to era access and now we have the dining make reporting but you know are we going to lose that in our tier one I think it's very important to have this the Report Writer the next level report light writer is that when you're seeing something on the screen you can filter it and say I only I'm looking at a whole list of checks but I only want the ones that are over $1000 and then I can click and export that to excel and then the lowest level of a report writer is I'm looking at a report it's on the screen I can click one click and export that to excel so that's the that's that's one of the things that if we really want to go and become paperless system we need a full robust three level report writing and then we're going to talk about all the different features certainly there's a tremendous amount of features that for those of you that did change DMS systems I think it's an emotional thing that you say why lost this I used to be able to do this and I lost it and so what you need to do is it that you actually need to create your list of all the things that you lost so that the next time that you consider a DMS system you can make sure that they have them and some of those things are pricing matrixes with escalators and what an escalator means is that if I sell a part and it only cost let's say ten cents and I'm going to sell it for sixty cents I'm not going to mark it up only 20% or 30% I'm going to mark it up a hundred percent because the part is what we call a nuisance part we also do that escalation in ordering is is that if we have that part and it may be the part that we need to fix the transmission job well instead of only ordering two of them I'm going to work twenty of them so that we never run out of a tiny part and keep a large transmission job from not being able to be done of coure tracking which is making sure that the technicians are notified that they owe you a core tracking that core of things like the labor grid pricing of some DMS systems have it some of them don't getting down into the things like the online schedules being able to reconcile your schedules online and have it generate journal vouchers for you an overtime watch where you can actually watch and be notified if an employee is going into an overtime status so a tremendous amount of features and this is what actually divides the tier 1 systems from the tier 2 and the tier 3 systems so we'll talk right now about the multiple company is so multiple company is is that the the most common way that people are saying and I've seen even tier three systems claim that they're multiple company because they have combined reporting you'll see the little red there in the middle of the screen and that's what they say is there multiple company but to actually say true multiple company would be is is that and that's why the big balloon man there let's say we're going to rent one of these silly balloons to put on top of the dealership and that balloon is going to be shared by all three of my dealerships okay three dealerships that are right next to each other they're going to share the cost of it and so in true intercompany when I type that check it debits the expense account of all three dealerships if you look at the chart there and if you look at the area that has the yellow on it and it says store number one store number three and store number five it's actually debiting their expense accounts for the amount of the balloon they're not debiting in her company or AR AP that's other people claim to have in her company because it debits the AR but we all know that until till we actually reconcile the accounts receivable accounts payable between all of our different companies we don't really have true intercompany we just have a war going on between them because someone type to check and charge it charge it to my accounts receivable and I didn't set up the payable so that's true intercompany it actually makes those background entries it makes what I call the direct injuries and then goes a little bit further you see the line description it actually puts in their balloon balloon balloon true intercompany puts that description in there kind of quasi and her company puts in something like intercompany transaction so that's what you really want so if you go up to the top again what does multiple company it allows accounts payable to write one check pay one vendor instead of having to write three checks it allows an accounts receivable to have a combined AR statement so if all three of your stores deal with napa auto parts you can create one AR statement for NAPA Auto Parts payroll address allows just like this check direct distribution so it means that when I pay this employee it's going to go to the expense account of store number five it's not going to go to the AR account and it'll Oscar echt also correctly distribute the payroll taxes that belong to that employee it mellows me makes stock transfers and that move me a stock transfer of a part or a vehicle so that I can move cars between dealerships that happen having to key them back in again and then you have your one enterprise view of the major tables you're able to look or search on all the parts in all my dealerships all the vehicles in all my dealerships and all the customers and all my dealerships now some of the tier two and three s do that level they'll do some sort of that combined reporting and that combined view of all those things but they don't do the true what I call nitty gritties down to the bottom level of doing the true intercompany transactions so a Tier one system up in the the upper left-hand corner of basically the the dealership perception of a Tier one system like cdk or rental terminals if it's a higher cost and we don't have any control and it's slower to respond to new technology so Tier one systems have those have those four factors and our current ones are cdk if Reynolds Reynolds UCS that both their ignite and power system and then because I'm here to sing a little bit for my supper it's our company dealer star we because we came late to the game we knew the bar that we had the meet we had to create those and do those four main features so our third third jackets generation dealer star and like I said we're not trying to sell you the system we already have a waiting list and number four there of over two hundred dealers by just trying to make people aware of it today we feel we're easier to use we built it on modern tools so we have a modern GUI it's faster cost less it's fully web-based and we have two patents for that we've been installed for five years so we're kind of the best-kept secret out there we're well funded by dealers dealers own us we have factory integration certification your GM Kia Volkswagen working on Chrysler Honda Ford we already have quite a few dealers that are that are waiting for it and most of them were waiting for us to acquire let's say they have a Ford in a Hyundai not a Honda dealership and so they need that those two combinations and that's actually the one that we're going to work on next because we're dealer and invested on and and because of the failure of the FTC approved in the automate we don't expect to be purchased by by the big three and we expect those big three I I'm the one person that was the last person that would have ever believed that you know UCS would buy Reynolds and Reynolds I just thought they were too big tat for that to have happen so I don't think that on our big three we're going to see you know one buy in another we might see like Reynolds Reynolds maybe buying a CRM company because cdk just did we're multiple currency doesn't really matter to you unless you're in Canada or Mexico or multiple language again doesn't matter to you oh wait no Canada speaks English we but we think we see they speak kind of English but uh but and we sell across the world with international resellers we currently are installed in Haiti and Australia and throughout the Caribbean we have serum included or we have what's called integrated CRM we integrate with dealer team and we integrate with dealer socket and and we like to think that we have a lot of the features the items are in blue because you're probably wondering you know well you know which system have this and which system have that if you go to our website and you download the features you'll kind of see a list of all the available features out there and when your availa that evaluating a DMS system you can kind of say oh I need fixed assets do you have fixed assets or I need true intercompany transactions do you have that do you have menus or do I have to buy a third-party menu system so so those are our features that we have on it we've kind of run out of time here if you do have a question that we don't get to answer today we're going to open up for questions but if we don't get to answer it today you can always email me email me at Sandy at Sandy drum comm I no longer do consulting I no longer help people pick one from the other because obviously being having dealer star I'm no longer considered to be independent but I will always answer your question about it I might not have a right answer but I'll always answer your questions so Sam do we have any questions today yes do we actually do we have a couple questions here from the audience so first one is I know a lot of you are switched from our NR C or cdk to another system like Euler track Auto soft automate it just isn't working out you think they should go back to their old system or try something new well if I if I didn't have a waiting list I'd say what's right dealer star but first question they need to ask themself is you know was the breakup friendly you know obviously going back to the old system is attractive because the employees liked the old system probably but was a breakup friendly so when they left their previous CMS system where they treated okay you know or where they beat up horribly you know the the previously DMS system did did they help you get your data or they did they not prevent you from getting your data and did they have a plan where you could use their old system for a few months so you know what's the divorce a friendly divorce in the settlement of who gets to keep - who gets the kids so the next thing is that a dealer needs to reflect him back you know why did you leave them in the first place you know and has that been resolved if it's if its price price price price which is our number one reason you know are you going to get a better price because you know we've been in good time you know you you you may think we have the luxury right now to to afford to go back to them but we're heading into an economic downturn so you know if it was price price price before you know you know why would you go back to one that was so expensive you maybe want to look at someone else and then support what if it was your support good before was that one of the reasons why you left them and has that improved so hopefully that answers the question Thank You sandy the next one is next question we have is all of the slides you asked are you ready for an alternative DMS I can't tell if my dealership is ready for Big Switch well that's easy they're never ready employees don't like change it's really hard I mean you know that's that's why when when dealers are making a change you know I'd always say you know are you sure you're ready for this it's six months of you know terrible disruption of the business so the first thing I always say is it a good time I've had I've had dealers that we're switching when they were building a new facility and moving into a new facility bad time bad time I had dealer said switch when the controller had just quit and and they were hiring and training a new one another time bad bad time you know it is are you really ready is there going to be a big enough savings and I like to say you gotta save at least 30% for you to move from this one to that one unless you're already in one of the alternative systems and it's just not cutting it so so let's say you you really step down and we're into one that's only costing a grand a month but it's not going to cut it well you can't change you can't you know save another 30% so you just be looking at another one that's not that much more than that but you know I'd have to say again it's it's it's really the open to change are your employees open to change or are they ready for it because you know I've seen people I've been employees quit because they changed EMS system so hopefully Sam that answers the question last question we want to be respectful of one's time but the question is if you cannot are locked into a contract or something they can't change your DMS systems what are some ways they can look at to reduce the cost of the current EMS system Oh excellent question and deliver definitely by an accountant so so reducing costs first of all you know get rid of the non DMS technology I I always laugh when people actually ask me you know as a DMS provider do you have a phone system I just go how is a phone system part of a DMS system you know we're where did that that come up you know phone systems are cheap I mean you can get your local provider support your local community and get a great phone system you know if you're saying oh yeah but I want it to interface that's not really hard that's you know the post system uses a text file you know the DMS company can put it out there you can put it out for the DMS companies so for a DMS system to be selling you you know a phone system not too sure not too sure about that and that may be something you want to save money on and get rid of like the proprietary archiving you know again DMS system I mean if it naturally archives like we do it just you know if they printed it archives it it's not proprietary and it can go back and get it get the PDF file you know look at the scanners the second the signature pads you know and a lot of things that are just not part of the DMS system especially hardware that you're not even using anymore and the next thing is get rid of the interfaces that don't make sense so here if you're being charged by your DMS company $700 a month for an interface to some small tool you know that's getting very little use and it's getting very little data from the DMS you know you may want to get rid of the tool and certainly the interface that you're that you're paying for so probably the first place to do is is just to pull out that billing right now and every single thing is saying what is this what is this and what is that and and I'll go ahead and quant quantified my or yeah reduce my email about the thing is that unfortunately I can't read everything on your billing but if you do some of your billing I'll do a stab on it on trying to say what it is because these Billings are terrible their pages upon pages of pages but but yes I can if you send me an email you know I can you know help identify what some of the stuff that is on that billing so hopefully that answers the question sure does I mean those are always a major expense in dealers and and well you want to thank sandy for taking time out today to do this webinar for us I do encourage anybody who does have some questions to reach out for it she's sure that we would reach out to and you know really a guru with this stuff and it's always a big expense and and to be able to utilize your DMS properly is going to make your dealership operate better so with that I guess thank you for doing the webinar sandy I wish to everyone to join us next month we're going to discuss filled facility upgrades another major expense of dealerships and that's gonna be on May 16th will be the next webinar and we'll have let's go beyond how to how to how to handle facility upgrades from your manufacturers so again they swear when attending today