The Reynolds and Reynolds Company announced that it is acquiring the MSN Autos Dealerpoint automotive lead management service.

Dealerpoint is an automotive retail customer relationship management (CRM) service built on Microsoft .NET technologies. Currently managed by MSN Autos (the Autos channel of the Microsoft Network), Dealerpoint is licensed to car companies as a platform for their retailers' lead management programs. The platform is used to deliver sales leads to more than 4,000 Ford, Lincoln Mercury, Honda, Acura and Isuzu dealers. The leads originate from multiple sources, including the car companies themselves and online third-party buying services.

Reynolds says it will offer Dealerpoint to car company and retail users as a core CRM service. It supplements the company's existing contact management solution, which was introduced as part of the Reynolds Generations Series in 2002.

"The acquisition of Dealerpoint enables us to provide fundamental advantages to automotive retailers and car companies," said Randy Harvey, senior vice president, Reynolds Software Solutions. "In response to varying retailer and car company needs, Reynolds is now able to offer a family of customer management solutions. Each is backed by Reynolds' 75 years of automotive retailing expertise and supported by Reynolds' industry-leading training and business process consulting services."

Reynolds will continue to provide a series of open systems interfaces to Dealerpoint that will fit into multiple dealer management systems. Dealerpoint's Web-based architecture enables services that are accessible from anywhere over the Internet. It is compatible with more than 70 lead data formats, including the ADF 1.0 auto industry standard, according to the company.

Reynolds will offer Dealerpoint as a basic Internet lead management tool. It will be focused on delivering ease of use in the context of an entry-level Internet lead management solution. The company's existing contact management solution, on the other hand, represents the company's premium offering. It is focused on comprehensive inbound and outbound dealership management system integration and sales process reinforcement to ensure that a retailer's customers are always contacted with the correct message.

The Ford Motor Company has used Salespoint, a private-label version of Dealerpoint, for Ford and Lincoln Mercury dealers since 2000.

"Salespoint has proven to be a very effective solution for dealers in handling ever-growing volumes of incoming sales leads, especially through the Web," said Chuck Sullivan, manager of e-Commerce for Ford. "Ford works closely with Reynolds, and we're pleased to see them make this move given their breadth of experience in automotive retailing."

"Dealerpoint is an outstanding solution for inbound phone, Internet lead and showroom processes," Harvey said. "Our existing contact management solution addresses these needs as well as sold and unsold follow-up, service communication, and database prospecting for dealership business development centers."

Harvey said that Reynolds will offer process consulting services to help retailers maximize their CRM strategy for both Dealerpoint and its existing contact management solution.

"We are committed to working with our customers to provide the processes and training they need to obtain the maximum benefit from our solutions," Harvey said. "Statistically, 72 percent of the retailers who implement a CRM solution without proper processes and training are unsuccessful. With hundreds of consultants boasting a combined tens of thousands of years experience, Reynolds can help retailers achieve their goal of selling more cars via CRM."

Ryan Hamlin, general manager of MSN Autos for Microsoft, said, "We believe that the Reynolds-Dealerpoint union is a very positive and natural next step for the product, as a result of Reynolds' deep domain expertise and commitment to the automotive industry. We are confident that Dealerpoint customers will continue to benefit through Reynolds' stewardship."

In 2002, Reynolds announced an alliance with Microsoft through which Reynolds is using .NET technologies for the enhancement, development and deployment of its Reynolds Generations Series family of solutions.

Reynolds and Reynolds (www.reyrey.com) is a provider of integrated solutions that help automotive retailers manage change and improve their profitability. The company's product, service and training solutions include a full range of retail and enterprise management systems, networking and support, e-business applications, Web services, learning and consulting services, customer relationship management (CRM) solutions, data management and integration, and leasing services. Reynolds serves more than 20,000 customers. They comprise 90 percent of the automotive retailers and virtually all car companies doing business in North America. Its CRM consulting practices span more than 20 countries around the world.