{"id":15061,"date":"2025-07-21T12:58:41","date_gmt":"2025-07-21T17:58:41","guid":{"rendered":"https:\/\/solerastaging.wpengine.com\/?post_type=blog&p=15061"},"modified":"2025-07-24T14:25:25","modified_gmt":"2025-07-24T19:25:25","slug":"how-solera-crm-dms-drove-auffenbergs-best-sales-period-yet","status":"publish","type":"blog","link":"https:\/\/www.solera.com\/blog\/how-solera-crm-dms-drove-auffenbergs-best-sales-period-yet\/","title":{"rendered":"How Solera CRM + DMS Drove Auffenberg\u2019s Best Sales Period Yet"},"content":{"rendered":"\n

In today\u2019s market, it\u2019s easy to overcomplicate things. Tech stacks grow, workflows break, and somewhere along the way, dealerships start working for their tools instead of the other way around. But at Auffenberg Chevrolet Buick GMC<\/strong> in Farmington, Missouri, General Manager Barry Pannett<\/strong> took a different approach.<\/p>\n\n\n\n

He didn\u2019t overhaul the team or chase gimmicks. Instead, he doubled down on two platforms\u2014Solera CRM<\/strong> and Solera Automotive Cloud DMS<\/strong>\u2014and insisted his people use them well. Those tools, combined with a culture of daily accountability, helped transform how his store operated.<\/p>\n\n\n\n

The Challenge: Shift Focus, Hold Margin<\/strong><\/h2>\n\n\n\n

While showroom traffic stayed steady, Auffenberg Chevrolet Buick GMC ran into a different kind of challenge\u2014used inventory was hard to come by. Rather than scrambling for volume, Pannett saw an opportunity to sharpen the dealership\u2019s focus on new vehicles and protect profitability through process.<\/p>\n\n\n\n

\n
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\u201cI’ve always preferred new and prided myself on the profitability factor of new,\u201d<\/strong> said Pannett. \u201cI believe you can make money on new cars, but you have to ask for the money.\u201d<\/strong><\/p>\n<\/div>\n\n\n\n

That shift required more than just a pricing strategy. It meant tightening up operations, streamlining the path from lead to deal, and ensuring every step\u2014from response time to delivery\u2014was dialed in and consistent.<\/p>\n\n\n\n

CRM + DMS: A Powerhouse Partnership<\/strong><\/h2>\n\n\n\n

At the center of Auffenberg\u2019s performance was one major advantage: a fully connected CRM and DMS. Instead of treating the two systems as separate workflows, Pannett used them as one engine driving operational efficiency.<\/p>\n\n\n\n

\n

\u201cI like how the products talk, and when we make a deal, its pushed it into our DMS in a nice, streamlined process,\u201d<\/strong> he said. \u201cThings like that make our lives easier.\u201d<\/strong><\/p>\n\n\n\n

\"\"<\/figure>\n<\/div>\n\n\n\n

That clean flow from lead to sale to delivery cut down on delays and improved communication between departments. It didn\u2019t just help the team work faster\u2014it helped them work smarter.<\/p>\n\n\n\n

\n
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\u201cBetween the sales floor, the customers, to finance and the actual delivery, I would say that putting these two systems together definitely brings it all together,\u201d<\/strong> Pannett added.
\u201cIt\u2019s already created a smoother, more professional experience for everyone.\u201d<\/strong><\/p>\n<\/div>\n\n\n\n

How They Did It: Turning Tools into ROI<\/strong><\/h2>\n\n\n\n

Here\u2019s how Pannett and his team used Solera CRM and DMS to tighten operations and stay profitable\u2014without overcomplicating the process.<\/p>\n\n\n\n

\n
\n \n <\/div>\n
\n

Mobile CRM<\/h3>\n

The CRM\u2019s mobile sales app helps the team stay responsive\u2014anytime, anywhere. Pannett reviews and routes every lead himself, even off-hours.<\/p>\n

\u201cI get all of the leads so I can stop the clock with GM. Then I reassign those leads.\u201d

\n \u201cWe don\u2019t take days off here. If a customer submits a lead on a Sunday, someone has to respond. So, the mobile app is nice because everyone can use the tool remotely.\u201d<\/p>\n <\/div>\n\n

\n \n<\/div>\n
\n

Email Campaigns<\/h3>\n

Customized email automation keeps the dealership top of mind with buyers. Campaigns are tailored by vehicle model and inquiry type, scheduled to go out at key intervals post-lead.<\/p>\n

\u201cThe campaigns are personalized, and they really help to get the customers reengaged. Probably 75% of people actually respond.\u201d\n<\/p>\n<\/div>\n\n

\n \n<\/div>\n
\n

Home Dashboard<\/h3>\n

Pannett uses the CRM dashboard daily to track lead response times and surface the metrics that matter most\u2014appointments, store visits, completed tasks, and more.<\/p>\n

\u201cSince I’m really focused on lead response time, I like to track that,\u201d he said.\n \u201cToday, my lead response time is one minute, but my month to date average is 12 minutes, 28 seconds. That\u2019s good, but I think it can be better, so that\u2019s something to work on.\u201d\n<\/p>\n<\/div>\n\n\n

\n \n<\/div>\n
\n

Desking<\/h3>\n

The CRM\u2019s Desking tool gives Pannett the flexibility to pencil deals the way he always has\u2014while presenting them in a way that feels official and firm to the customer.<\/p>\n

\u201cI really like the Desking tool because it allows me to pencil deals the way I’ve handwritten them for 20 years, but it looks much more professional.\u201d

\n\u201cIf I handwrite something, it’s coming from me. If it’s typed on a worksheet, it is what it is; there’s something psychological about it. It\u2019s amazing how many customers look at the worksheet and don’t even ask for a discount.\u201d\n<\/p>\n

It\u2019s not just about formatting\u2014it\u2019s about perception. A clean, formal presentation makes the price feel fixed, and the negotiation nearly disappears.<\/p>\n<\/div>\n\n\n\n

\n \n<\/div>\n
\n

Reporting<\/h3>\n

Solera Automotive Cloud DMS\u2019s reporting tools give Pannett quick visibility into every deal. With recap sheets at his fingertips, he can coach the team more effectively and prep for returning customers.<\/p>\n

\u201cI like to print all the recaps through the DMS, so when a deal comes to my desk, I log in all the information and print it off on a nice little deal recap form.\u201d

\n\u201cWhen previous customers come in, it\u2019s easy to pull up that customer’s name and see how we worked the deal the last time. This capability makes it easy to game plan on how to best work the new deal.\u201d\n<\/p>\n<\/div>\n\n<\/div>\n\n\n\n

The Takeaway: A Smoother Experience, Front to Back<\/strong><\/h2>\n\n\n\n

Auffenberg\u2019s success didn\u2019t come from chasing trends. It came from using the right tools in the right way\u2014and making sure every piece of the process worked together to support the goal.<\/p>\n\n\n\n

\n
\"\"<\/figure>\n\n\n\n

\u201cBetween the sales floor, the customers, to finance and the actual delivery, I would say that putting these two systems together definitely brings it all together,\u201d<\/strong> said Pannett.
\u201cIt\u2019s created a smoother, more professional experience for everyone.\u201d<\/strong><\/p>\n<\/div>\n","protected":false},"author":35,"featured_media":15062,"template":"","solution-focus":[],"topic":[],"resource-type":[],"class_list":["post-15061","blog","type-blog","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"\nHow Solera CRM + DMS Drove Auffenberg\u2019s Best Sales Period Yet - Solera<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.solera.com\/blog\/how-solera-crm-dms-drove-auffenbergs-best-sales-period-yet\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Solera CRM + DMS Drove Auffenberg\u2019s Best Sales Period Yet\" \/>\n<meta property=\"og:description\" content=\"In today\u2019s market, it\u2019s easy to overcomplicate things. 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Tech stacks grow, workflows break, and somewhere along the way, dealerships start working for their tools instead of the other way around. But at Auffenberg Chevrolet Buick GMC in Farmington, Missouri, General Manager Barry Pannett took a different approach. 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