Pub. 1 2011 Issue 1

18 AUTOMOBILE DEALER NEWS ILLINOIS www.illinoisdealers.com A s a result, traditional business practices must be reassessed to include services that cater to an ex- panded nationwide customer base, not just the 5 surrounding zip codes. However, a national customer base presents a new challenge: how to title and register a vehicle in another state? Dealers may tend to think out-of-state customers are a burden, and rightfully so. Out-of-state deals pres- ent signi fi cant issues that cost money and time, yet are hard to quantify exactly howmuch. A lack of knowledge regarding interstate commerce can pose new risks and liabilities that a dealership needs to be prepared for. In searching for the right solution for their dealership, dealers must know the right questions to ask a potential vendor. Here are some thoughts to consider before hiring an out-of-state titling and registration company: • Does the product offer a web-based solution that is accessible to all users via the internet?  The internet is open 24/7… the DMV is not. Therefore, access to any information regarding the titling and registration of a customer’s vehicle ends at 5pm. A web-based solution is critical to this process. A dealership needs information for a customer outside of “normal business hours” or they risk their customer going down the street or hopping on their laptop to find a better deal. You’re Out of State Customer…Handle With Care How-to Shop for a Nationwide Titling and Registration Solution Today’s consumers are changing how they shop for motor vehicles. The traditional sales model for a dealership has been based on local walk-in business derived from expensive local advertising. Now, nearly all potential customers start their purchase decisions on the internet due to a combination of factors including technology, shrinking inventories, reduced purchase points, and the overall transient nature of our society. Q handle with care — continued on page 22