Real Questions. Real Concerns. Real Answers for Your Dealership.
Choosing a Dealer Management System (DMS) isn’t just a tech decision. It’s a full-on business decision. Your entire operation runs through this thing, and if it’s clunky, outdated, or missing key features, it’s going to show up in your bottom line fast.
At Lightspeed, we’ve talked to thousands of RV, Powersports, Marine, Trailer, Golf Car, and OPE dealers. The questions below come up again and again and for good reason. If you’re shopping for a DMS (or trying to figure out if yours is pulling its weight), here’s what you should be asking.
1. Can it integrate with the tools I’m already using?
Short answer: It better. Dealers don’t want a DMS that forces them to abandon everything else in their tech stack. Your CRM, OEM portals, F&I tools, parts price files, marketing platforms, and payment processors should all work with your DMS, not against it. Look for a platform that’s integration-friendly and future-proof.
2. How hard is it to train my team?
Nobody wants a system that takes a week-long bootcamp to learn. Your staff is busy, and if the software isn’t intuitive, it won’t get used the way it should. A modern DMS should come with built-in logic, easy navigation, and training that doesn’t require a whiteboard and a case of energy drinks.
3. How much downtime will switching systems cause?
Let’s call it what it is: change is scary. Dealers worry that making the leap to a new DMS will mean days of disruption or a bumpy transition. That’s why implementation should come with a plan. One built around your dealership’s schedule, data migration needs, and go-live support. If your provider can’t give you a clear answer here, run. At Lightspeed, we onboard over one new dealer every single day. Our process is refined, responsive, and built to minimize downtime so your team stays focused on business, not system errors.
4. What kind of support do I get?
It’s all fun and games until your system freezes up on a busy Saturday. Dealers need more than a help doc. They want responsive support from real people who know how a dealership operates. Bonus points if you get ongoing education and a team that picks up the phone when it matters. Our multi-channel support will set you up for success as you can reach us how you want to.
5. Can I access it from anywhere?
Yes. And you should demand it. Whether you’re out on the lot, at a show, or working remotely, you need mobile access to your data. From sales and service to reporting and approvals, your DMS should work wherever you do.
6. Will it help with compliance, taxes, or audits?
No one wants to scramble during tax season. A DMS should support clean, organized records, with built-in tools that help with audit trails, financial reporting, warranty compliance, and more. If it’s still relying on paper printouts and duct tape to pass inspection, it’s time to upgrade.
7. How customizable is it?
Your dealership isn’t a copy-paste operation. Dealers want dashboards that show what matters to them, workflows that match how their teams operate, and reports that reflect their actual KPIs. A DMS should be flexible enough to bend and not break around your business.
8. Can it scale with my business?
Whether you’re growing locations or growing sales, your DMS should grow with you. Look for a solution that can support multiple rooftops, user permissions, consolidated reporting, and shared inventory views. Outgrowing your software shouldn’t be the thing that holds you back.
9. Is it really ‘all-in-one’ or will I still need other systems?
Spoiler: A lot of “all-in-one” systems aren’t. Dealers are tired of logging into four platforms to run one transaction. A real DMS should include POS, CRM, inventory, accounting, service management, and reporting. Lightspeed brings all of that together in one platform with no bouncing between systems, no extra logins, just one connected experience.
10. How secure is my data?
This is a big one. Your DMS holds customer info, sales records, payment data, employee details – you name it. You need bank-level security, regular backups, role-based access, and a provider that takes data protection as seriously as you do.
Final Thought
Whether you’re shopping for your first DMS or thinking about replacing your current one, these questions are the right place to start. A great DMS isn’t just software. It’s the difference between barely keeping up and confidently building a dealership that’s ready for anything.
Brad Lloyd
I’ve been with Lightspeed for over 20 years, and in my role as Sales Account Executive in the RV Division, I get the opportunity to show recreational industry dealerships how Lightspeed can transform their business. I work with hundreds of RV, Trailer, Powersports, and Marine Dealers across the country, guiding them through the process of upgrading to a DMS. It's a complex process, but I find it incredibly rewarding.
An added bonus to my current role, is that I get to travel all over the country. I recently purchased a new 2022 Shadow Cruiser travel trailer, so now I spend most of my time on the road, experiencing the lifestyle that I promote.
Fun facts about me: I'm a US Army Veteran and served for 23 years in the Utah Army National Guard as an Army Musician specializing in Saxophone and Clarinet performance. Music is a huge part of my life, and I even took over my dad's Swing Band after his passing in 2020. When I'm not working or playing music, I love spending time with my five adult kids and one granddaughter, with another one on the way.
