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Freeway

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CASE ANALYSIS 1 (FREEWAY FORD)
You are a sales representative for Automobile, Inc., a national firm that markets a software package for car dealers. One day while you are talking with James Kahler, the sales manager for Freeway Ford, you learn that his firm has problems with its inventory. The manual records that it maintains do not accurately reflect the inventory status - the numbers and types of automobiles and trucks on the lot. When a new shipment arrives, it takes several days to update the inventory records. A salesperson might have a buyer, who wants a particular car, and the car may be on the lot, but the salesperson will never know it. A sale is lost because of poor information. Another problem arises when two salespersons sell the same car to two buyers. This happens because the inventory records are not updated immediately after a sale. You know that your software package, called SMART (Sales Management for Automobile Retail Trade), will solve the problem. Once a dealer gets SMART, the computer records are updated or a sale is made. The computer records always reflect exactly what is on the lot. Versions of SMART are available for both the PC and Mac. The cost of the software plus hardware is well within the reach of metropolitan new-car dealership. Your next step is to approach the new president of Freeway Ford, Phil Rains, and give your sales pitch. As you begin to tell Rains of your product's merits, he stops you and says, "Listen, I'm new on the job. I'm a recent graduate of a top Pacific Coast school, with a degree in systems theory. If you could just explain how your product will help us, in systems terms, I think I can understand. Now, go ahead."
Describe, in systems terms, how SMART can benefit Freeway Ford.

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