ence so they want to give you their business. These types of results would speak for themselves as far as problem-solving, value and need satisfaction are concerned. If the results you use for your illustration reveal this level of value, you will have much less trouble gaining support for your new technology adoption. INTERNAL INFRASTRUCTURE Not implementing the right systems, procedures, and training can doom new technology. Accordingly, most technology fails because we do not slow down to think from an internal perspective: " What is the infrastructure that needs to be in place to support this software so we get our ROI? " Buying new technology is not enough. Your existing systems and procedures need to be adjusted to incorporate it in a way that limits disruption. It is helpful to create a checklist of every existing system and process the new technology will touch so you can systematically work out kinks and conflicts. In the DVA example, integrations between your CRM and DMS are crucial. These integrations allow the DVA to greet returning customers, pull vehicle information, and make informed service suggestions. Be sure to note the necessary integrations for your technology implementation planning. Another important integration is with your online scheduling tool. Although these tools were originally MARCH APRIL 2022 || FIXED OPS MAGAZINE 45