50Below
This is a company like PSN, but they are not as popular as PSN in the Powersports Industry, though they still make a pretty big dent with hundreds of customers and growing. They create, maintain, and host thousands of websites for the Automotive, Tire, Financial Services industry, as well. More Than Rewards has an official partnership with 50Below, as we are their eMarketing provider. They are now called "ARI", ARI is big company that is publically traded and bought up 50 Below years ago. But some people still remember them as 50 Below.
ARI
This is the parent company that bought 50 Below and competes with DX1 and Dealer Spike. They are now called ARI. This is a company like PSN, but they are not as popular as PSN in the Powersports Industry, though they still make a pretty big dent with hundreds of customers and growing. They create, maintain, and host thousands of websites for the Automotive, Tire, Financial Services industry, as well. Typically they specialize in parts and microfi catalogs, so all their sites are very focused on ecommerence.
Available Points
This is what is simply the point total for a customer that can be used to get reward coupons. The available points is also referred to as the "points or point balance".
Back Date
When a work order is closed, an offer-back date tells the customer when they can pick up their vehicle. It's usually the same date that the jobs are completed.
Bar Codes
Bar codes are what's on the back of the More Than Rewards sanctioned loyalty cards or gift cards. They can be scanned by a laser-type scanner. MTR does not use "mag strips".
Bike Accessories
Vehicle or Bike Accessories are a special part of a deal that contains the additions to a vehicle as part of the overall product. For example, a deal for $20,000 could have $15,000 set aside for a bike, but the rest of the $5000 could account for mounted saddlebags, installed chrome parts, and a helmet. More Than Rewards can reward on Bike Accessories sold on a deal, based on finalized deal numbers.
Bike Clubs
Other bike clubs or chapters can interact with the dealer, along with the official HOG chapter. These include Fire & Police based clubs, Veterans, Christian riders, independent chapters, etc. People in clubs that may have a negative reputation with law enforcement may be referred to as "one-percenters". Dealers also try to cater to the needs of all these riders, as well.
Bonus Points
Bonus points are points awarded to customer that aren't necessarily connected to sales. These are not based on the 1-to-1 ratio of the "default point multiplier". For this reason, bonus points are also referred to as "flat points", because there is no multiplication involved. For example, dealers can add bonus points on customer birthdays. Event Attendance at a dealer, too, can result in 25 bonus points. Or, maybe they'll add 500 points for a sales referral. Some dealers, in certain cases, even use bonus points to fix an account or satisfy an angry customer. Any bonus point entry, can be deleted, as well.
Buell (a.m. Harley-Davidson/Buell)
Harley-Davidson bought Buell in the 90's to gain the appeal of younger riders, as Buell was an American manufacturer of sport and street bikes, like the Buell Blast. Sadly, the company didn't do to well and shut down in 2009. Though, many H-D dealers still service and sell older Buell bikes, and some do still carry Buell brand in their store name.
Cardless Sign up
Some dealers do not use rewards cards to activate customers on the loyalty system. What they do, instead, is generate the reward number and security code from the More Than Rewards system when a customer comes to the register.
Chapter Locking
This is an entry that occurs in the bonus points section of a customers Sales History indicating a positive or negative amount of points that have been added to an account due to a change in their rewards group. This entry "equalizes" the point total so that customers have the same amount of points when coming into the chapter or leaving the chapter. When someone gets placed into a new rewards group with a new, higher multiplier, the system retroactively multiplies all the sales again, giving the customer a new points total. In this case, a negative amount of bonus points are added to the account so that the customer DOES NOT get extra credit for the sales that were made BEFORE they were a chapter member. On the other hand, when the customer leaves, positive chapter locking points are added so they are not penalized for now having a lower multiplier.
CONNECT
Previously "HD Connect", this has been defunked and is no more. But it was the Harley-Davidson's official CRM for their stores. A separate division of Harley based out of Ohio actually creates and maintains the software, called "Harley-Davidson Dealer Services". More Than Rewards provides a special eMarketing integration service for CONNECT dealers.
Counter People
These are "front line" employees that deal directly with the customer, but aren't necessarily on the vehicle sales staff. A Counter Person could be from the clothing department, service department, parts, and could even include department managers.
Coupon Cost
The coupon cost is different - that's how many points it took the customer to get that coupon, which could be 250 points. In this example, the coupon cost 25 points for every 10 cents they got back (which is 250 points divided by $10).
Coupon Value
The actual coupon VALUE is the dollar amount of the coupon, for example $10. If a customer uses this coupon at a dealer it's worth $10 off their purchase.
CRM (Customer Relationship Manager)
Dealers make their salespeople use CRM's to track their customer activity and deal closing rate for major unit sales. Most CRM systems now are "web based" so people can access the CRM from all different computers without installing databases and software. There are a few major CRM providers in the industry, as there are literally hundreds of options. Connect, Traffic Log Pro, V-SEPT, and Footsteps, are the most popular options, as these are specifically designed for the Powersports industry.
CSV file
A .CSV file is a type of file that opens up with the Microsoft Excel program. You can also "save as" a .csv file if you're creating a document in Excel. We use .csv files as the basis for importing email lists.
Custom Field
This is a field that can be "merged" into a document or email template to give a personalized touch to mass generated, written content. For example, you can have a custom field which dynamically inserts someone's First Name in the greeting, or an email or document might have the vehicle model the customer purchased listed as a reference.
Customer Anniversary Date
This is the date that the customer has their first rewards purchase. A dealer can set their store to expire customer points throughout the year, based on all the different anniversary dates customers have. Since there are 365 possibilities it can be a little hard to manage as people's points are going to a zero balance any given day.
Customer Portal
The customer portal is an area on the dealer website in which customer can register to view their points, ten most recent purchases, and personal information from the rewards program. The most important part of the portal, though, is that customers can purchase reward coupons here, and also reprint their coupons, if needed. Linked HOG members can also view extra information about their HOG Chapter and their Chapter activity. More Than Rewards gives dealers HTML code unique to their store to put on their website, and within minutes it can be posted.
Day Multiplier
This determines if it's a multi-point day, or a regular rewards day. By default, the day multiplier will be at 1x for most dealers. But, they can change it to 1.5x, 2x, or any number.
Dealer
A retail location that sells motorcycles and other vehicles to the general public.
Dealer Events
In the Harley world, on site, or even off site events, drive the sales calendar forward throughout the year. Many times they coincide with holidays, but not always. Dealers are always looking for an excuse to run their next open house, customer appreciate night, lady's night, pancake breakfast, band appearance, wrestling match...you name it!
Dealer Management System
This is a "cash register system", usually ran by a powerful computer server in the store, that ties together all departments of a motorcycle or auto dealer, from service, finance, inventory, and of course, cashiering tasks. Even entire customer lists and sales histories are stored by the DMS. Employees can access the DMS from regular computers in the store, and most of them have their own unique log in to access the information relative to them.
Dealer Principle
This is another name for the owner of the dealership. Sometimes there are even multiple "Dealer Principles" which own the store, and they may or may not be involved in the daily operations.
Dealer Show
Also known as the Dealer Meeting. This is a bi-annual trade show hosted by the Harley-Davidson Motor Company specifically for the attendance of their dealers. H-D will showcase new bikes during the summer meeting, and they focus more on MotorClothes and apparel for the winter meeting. Only official Harley-Davidson approved vendors and partners may take up the floor space. Many key people at dealerships will be out while the show is taking place, and some will even ride cross-country to reach it!
Dealer Spike
Dealer Spike is the newest web hosting company out there and becoming more popular. Many PSN and 50 Below Dealers are jumping onto Dealer Spike. More Than Rewards cares not which website you have, though, as we can work with any of them.
Dealer System
This is a "cash register system", usually ran by a powerful computer server in the store, that ties together all departments of a motorcycle or auto dealer, from service, finance, inventory, and of course, cashiering tasks. Even entire customer lists and sales histories are stored by the DMS. Employees can access the DMS from regular computers in the store, and most of them have their own unique log in to access the information relative to them.
Deals
Vehicle Deals are complex workings of technical, legal, and financial data which are completed through a multi-step process by the Dealer's F&I department. When a deal is completed, it is often referred to as "Finalized" or "Closed", and every deal will have a Deal Number assigned to it. More Than Rewards only sees finalized deal numbers, and can reward on them based on the dealer's payout policy.
Default Point Multiplier
Almost all of the MTR loyalty dealers calculate rewards points on eligible purchases as ONE POINT for EACH DOLLAR SPENT (before tax). Many other programs out there in the world give away a lot of points, a hundred here, or a thousand there, but the ratio is more like 4:1 or even up to 10:1. The 1-to-1 ratio is A LOT EASIER to manage, and customers know what to expect!
Deposit
Customers typically make deposits on bikes they are buying to start the F&I process, or even to reserve an item. Also, customers can make deposits toward "special orders".
Discounting
"Flat Discounting" or "Discounting" is the scourge of Powersports dealers. Some dealers will discount their products up to 15% and 20%, just because someone bought a major unit from them. General Managers and Dealer Principles have been trying to find ways to reduce discounting while maintaining loyal customers. Enter the Loyalty Program, which directs those discounts indirectly to the people who are routinely spending money with you.
DMS
This is a "cash register system", usually ran by a powerful computer server in the store, that ties together all departments of a motorcycle or auto dealer, from service, finance, inventory, and of course, cashiering tasks. Even entire customer lists and sales histories are stored by the DMS. Employees can access the DMS from regular computers in the store, and most of them have their own unique log in to access the information relative to them.
DS
This is a "cash register system", usually ran by a powerful computer server in the store, that ties together all departments of a motorcycle or auto dealer, from service, finance, inventory, and of course, cashiering tasks. Even entire customer lists and sales histories are stored by the DMS. Employees can access the DMS from regular computers in the store, and most of them have their own unique log in to access the information relative to them.
eMail Marketing
This is sending customers email in a mass format, in which an email template is made, a customer list is chosen, and an email is sent. Statistics are tracked on open rates and link clicks, among a lot of other things. Generally, email marketing stands apart from the type of regular emails the dealer staff might send one-on-one to customers, whether part of a sales process or customer inquiry for information.
eMarketing
eMarketing is a very general term that includes different forms of electronic marketing, like different forms of email, website ads, etc.
Event Points
These are points someone can get for attending an event, or volunteering to help with an event, with no purchase being necessary. These event points are usually in the 5 to 50 range per attendee. They are given by the dealer manually through adding bonus points, or they can be uploaded through using a portable scanner.
Event Scanner
Most dealers have laser scanners at the register, attached to their computers and integrated with their DMS, to scan barcodes and make a sales transaction go faster. Dealers also use scanners to enter inventory items into the DMS.
EVO
Lightspeed Evo is a popular DMS inside and outside the Harley-Davidson world. Most of the major Powersports Sometimes written has 'Power Sports', this is a general term that encompasses the world of motorcycles, sport bikes, racing bikes, jet skis, snow-mobiles, ATV's, sport utility vehicles, and more. dealers out there use Lightspeed NXT to run their stores. About 40% of the Harley dealers use it, but there around thousands of other dealers. Lightspeed was bought by ADP, the popular payroll processor, back in 2008. So, now many refer to themselves being an "ADP" or "ADP Lightspeed" dealer. Lightspeed NXT is the latest version of the software, but you may hear dealers refer to Lightspeed Unix, the clunky, older version that most have migrated from years ago.
Exclusion Code
Exclusion Codes are sets of special text that service writers can enter into their service write up screens that will tell our system NOT to reward on this even or job. A common exclusion code is =EXL, =WTY, or the word LABOR. More Than Rewards can automatically exclude labor or warranty work for some systems, so adding an exclusion code is not always necessary.
Expiration Date
An yearly expiration date for a rewards customer is when their points will go to a zero balance. This will usually occur once a year when it's set up, and can be based on one day during the year, such a March 1st, or it can be on the customer anniversary of their first rewards purchase. Dealers don't have to expire points, but most of them do as it gives customers an incentive to use their points before they lose them. Dealers can even set a special rule to go along with an expiration method that says "only expire a customer if they haven't purchased something in the past 12 months."
F&I (Finance & Insurance)
Usually each dealer has an F&I Manager that meets with you at the tail end of the major unit deal to finalize all the details as far as how you're going to pay for the bike (getting bank loans), and also any other things you'd like to add on to the deal. F&I will upsell customers on things like a pre-paid maintenance plan, extended warranties, tire and wheel protection service, etc. Auto dealers have the same type of sales process, but they usually call this person the "Business Manager".
Flat-Value Coupon Scheme
This is Coupon Scheme set up so that the coupon cost is the same, no matter which coupon the customer picks. A dealer might have a coupon cost of 5%. This means that at 100 points you could get $5, 200 points you could get $10, 500 points you could get $25, as so on. Usually these programs are as exciting as the Progressive Coupon Scheme, but it's a little easier to predict and manage.
Gateway PC
One of the most important pieces of the More Than Rewards system. The Gateway PC is a little white laptop (or for older dealers, a desktop model) that sits at the dealer, connected to their computer network. It is specially set up by MTR to pull data from the dealer's DMS server, whether it be Talon or Lightspeed. The dealer is responsible, during the roll out process, to get the PC plugged in, online, and to provide us information about their network. From then on, the PC downloads the information from the DMS every night. It sends the information back to MTR in Milwaukee, where we process it and post it to the More Than Rewards Intranet and the Customer Portal. If the Gateway PC is shut off or loses internet connection, it can't extract and send the daily sales. Even if the PC is on at all times, it still takes MTR anywhere from 1-4 days to post the sales.
General Manager
The General Manager is the primary decision maker at a dealership. Sometimes the owner is the General Manager, as they are often the "face" of the dealer. Often, they work with all the department managers to get things done, and they are especially concerned with budgets, sales figures, and customer satisfaction. Recently, GM's have taken on more diverse roles due to industry-wide slashing of budgets and staff, with the most common migrations going into marketing, email marketing, sales management, and accounting.
Gift Cards
A gift card is something that someone buys with either a predetermined value or an added value at the time of sale. It can only be used at the dealer, or dealer group, it was purchased from. In the More Than Rewards system, gift cards and reward cards are completely SEPARATE. There are no connections between the two. MTR does have a gift card system that dealers can use that runs independently of the reward cards, or rewards system.
GM
The General Manager is the primary decision maker at a dealership. Sometimes the owner is the General Manager, as they are often the "face" of the dealer. Often, they work with all the department managers to get things done, and they are especially concerned with budgets, sales figures, and customer satisfaction. Recently, GM's have taken on more diverse roles due to industry-wide slashing of budgets and staff, with the most common migrations going into marketing, email marketing, sales management, and accounting.
Harley-Davidson
One of the oldest manufacturers and innovators in the motorcycle industry worldwide. It's known by dealers as "H-D" or "The Motor Company". Symbolized by the iconic "Bar and Shield" logo, Harley-Davidson's brand is held sacred by men and women alike, of all ages and backgrounds. They make a lot of iconic bikes like the Dyna, Softtail, Sportster, Fatboy, Road King, V-Rod, and Dark Custom. Though, many forget about their extensive lines of biker clothing, gear, parts, accessories, and even things like wall clocks, drinking glasses, pool tables, and pet collars.
HOG Chapter
Wikipedia: The Harley Owners Group (HOG) is a sponsored community marketing club, operated by Harley-Davidson for enthusiasts of that brand's motorcycles. The HOG is "the granddaddy of all community-building efforts," serving to promote not just a consumer product, but a lifestyle. The HOG has also served to open new revenue streams for the company, with the production of tie-in merchandise offered to club members, numbering over one million strong, making it the largest factory-sponsored riding club in the world.The Harley Owners Group was created in 1983 as way to build longer-lasting and stronger relationships with Harley-Davidson's customers, by making ties between the company, its employees, and consumers. HOG members typically spend 30% more than other Harley owners, on such items as clothing and Harley-Davidson-sponsored events.Each Harley-Davidson dealership has the opportunity to sponsor a local HOG Chapter. Some do not, but no chapters exist without a link to a sponsoring dealership. Chapters are supported by the national HOG group, a subsidiary of Harley-Davidson, in Milwaukee, WI. Chapters elect officers from within their membership, produce a newsletter, and organize events throughout the year. Most events are ride-related. HOG Chapters are volunteer organizations that collect dues from members to subsidize the costs of events and the administrative costs of running the chapter.On the chapter level, most HOG events are member-only rides. Most states have an annual rally that is open to all HOG members, regardless of chapter affiliation. Nationally, each year several events, rallies, and rolling rallies are presented by HOG for all members.
HTML Code
This is the name for the common code websites are written in, and can even be used to construct email templates. Often the dealerships will put forms on their website which people can fill out, we call these "widgets" and they are done in HTML. So you can change the color of them or the look of them by changing the "HTML".
Intranet
This is what people refer to as "More Than Rewards System". Customers of a dealer DO NOT see this backend application. It's a private website only accessible from the Dealership. It contains most of the More Than Rewards services like the Rewards System, Email Marketing, Events Calendar, Employee Directory, and much more. Access to the Intranet is based on the dealers "IP Address".
IP Address (or Dealer IP Address)
The IP address is a unique address that every internet connection has. It is usually tied to a physical location, like someone's home, or a business. Access to the More Than Rewards Intranet is based on this IP Address. The IP address can periodically change, often due to hardware updates, like changing a server or router, or even installing a firewall. You can view it by having them go to http://www.MTRURL.com
Lightspeed NXT (“Lightspeed”)
Lightspeed is a popular DMS inside and outside the Harley-Davidson world. Most of the major Powersports Sometimes written has 'Power Sports', this is a general term that encompasses the world of motorcycles, sport bikes, racing bikes, jet skis, snow-mobiles, ATV's, sport utility vehicles, and more. dealers out there use Lightspeed NXT to run their stores. About 40% of the Harley dealers use it, but there around thousands of other dealers. Lightspeed was bought by ADP, the popular payroll processor, back in 2008. So, now many refer to themselves being an "ADP" or "ADP Lightspeed" dealer. Lightspeed NXT is the latest version of the software, but you may hear dealers refer to Lightspeed Unix, the clunky, older version that most have migrated from years ago.
Linked HOG Group
This is the HOG Group that's tied to the More Than Rewards system for that particular dealer. We create this link between the My Chapter Manager Software and the MTR Intranet during the set up process, or shortly after.
Linked HOG Member
A customer who has a valid reward number with More Than Rewards and their HOG group, and who is active, is called a Linked HOG member. It allows them to earn special HOG-only rewards for attending meetings, rides, and events. It also allows them, if it is set, to be rewarded at a higher rate that a regular rewards member, through being part of a special rewards group. Rewards Groups can earn more points for every dollar spent through having a higher group multiplier.
Loyalty Program
A program designed to bring customers back into the store to spend more money. General discounts are cut back on items to improve profit margins. Instead, "reward points", which can be converted to a form of coupon dollars, are given to loyal customers who can control when they would like to use their reward dollars and on what purchases. The more they purchase, the more points they earn. Reward cards are generally given out to help customers manage the program and identify with the benefits. The More Than Rewards Loyalty program is specific to each dealer or dealer group, each with their own set of rules.
Magnetic Strips
Some Gift Cards and Reward Cards have magnetic strips, or a "mag strip" on them, which are swiped on a credit card processing machine, or a keyboard wedge, to help complete a sales transaction. More Than Rewards DOES NOT use magnetic strips or magnetic strip card readers. We use barcodes
Major Unit
Major Unit Sales are also defined as "Bike Deals" which are sales of bikes finalized at the store, but it could include other "major units" like personal watercraft, ATV's, snowmobiles, riding lawnmowers, etc.
Major Unit Sales
Major Unit Sales are also defined as "Bike Deals" which are sales of bikes finalized at the store, but it could include other "major units" like personal watercraft, ATV's, snowmobiles, riding lawnmowers, etc.
Metric
This term is usually reserved for motorcycles of a foreign make, like Honda, Kawasaki, and Suzuki, but can include others from around the world like popular BMW, Ducati and Triumph brands.
Motor Clothes
This is the branded name for Harley-Davidson's biker clothing line. Other Powersports dealers do not have a "Motor Clothes" department, but they have general clothing or "riding gear". In terms of departments in a dealership, this falls under Parts & Accessories. Many Marketing people at the dealership have come out of the MotorClothes department, or are still involved at some level.
Multi Point Day
Sometimes dealers give "double points" on a certain day or a weekend so that instead of earning the usual one point for every dollar, now it's two points for every dollar. This is done by adjusting the Day Multiplier in the event calendar. There are other combinations, as well, for example, you can set up some days--and even certain groups of people--to earn 1.5 points for every dollar. That's 50% more points. Multi Point days and double point days do multiply with other reward group multipliers, if any have been set up.
Multi-line Dealer
A retail location that sells a few different brands of products at their location. For example, you could sell Harley-Davidson, Honda, and Kawasaki.
Multi-Store Dealer
A number of retail locations sharing the same ownership, which may or may not share the same store name and brands sold. Certain employees that are involved in accounting, management, and marketing, will perform jobs for the same stores.
Negative Point Status
This is if someone's total available points are sitting at a negative number. People can be in the negative for a few reasons. One, the account could be waiting for a few sales to come over and someone has already used a reward coupon.
Negative Points
A customer can receive a negative points for a purchase, as opposed to positive points. This can happen if a rewards customer returns an item, when they use a rewards coupon, or when they join a HOG chapter. Also a dealer can add "negative bonus points" to fix an account.
Negative Points for Coupon Use
When a customer uses a coupon as redeemed by a cashier, a negative amount of points gets inserted later that night for the dollar value of the coupon. This makes it so customers cannot "earn rewards on using rewards dollars." So, if a customer buys $100 worth of items, and they use a $50 rewards certificate, the system will insert a -50 points for the coupon use. When their 100 points come over for the sale, that will be recorded, as well, but the -50 negative point entry will rectify the account so that only 50 TOTAL points would have been earned on the purchase.
Non-Inventory Items
Most dealers have a set of non-inventory items, but they are mostly limited to gift cards, extended service plans, warranty plans, or even promotional t-shirts sold or given away out of the box. More Than Rewards DOES NOT see or reward on non-inventory items. There are very few exceptions.
NXT
Lightspeed is a popular DMS inside and outside the Harley-Davidson world. Most of the major Powersports Sometimes written has 'Power Sports', this is a general term that encompasses the world of motorcycles, sport bikes, racing bikes, jet skis, snow-mobiles, ATV's, sport utility vehicles, and more. dealers out there use Lightspeed NXT to run their stores. About 40% of the Harley dealers use it, but there around thousands of other dealers. Lightspeed was bought by ADP, the popular payroll processor, back in 2008. So, now many refer to themselves being an "ADP" or "ADP Lightspeed" dealer. Lightspeed NXT is the latest version of the software, but you may hear dealers refer to Lightspeed Unix, the clunky, older version that most have migrated from years ago.
P&A (Parts & Accessories) Department
These are things in a dealership sold over-the-counter, like bike parts, t-shirts, jackets, saddlebags, gift cards, etc. These are created and sold with a regular "invoice" through the dealers' Dealer Management System. Every sale done in P&A gets an invoice number. Usually, this department is headed up by a General Sales Manager or MotorClothes Manager.
Parts & Accessories
This department sells parts, gear and clothing over the counter to customers. Every Parts and Accessory sale has an invoice, with a unique invoice number. Multiple items can be on the same invoice. More Than Rewards pulls the data over based on the invoice date and invoice number.
Payout Policy
When you get the More Than Rewards Loyalty Program, one of the first things you do is define a "Payout Policy" so that customers know how they can earn points. For example, one customer may reward 200 points for buying a motorcycle, and another customer may not. For an example of a good payout policy, refer to this dealer's website: http://www.docsharleydavidson.com/DocsRewards/docsrewards.html
Points Cap
In a dealers payout policy, they can set a limit on the number of points people can earn at one time. It's a safety measure so customers can't earn points indefinitely, working with the rules about when and if customer reward points expire. Usually this amount is set between 5,000 to 15,000 points. When a customer reaches the points cap, they cannot earn points until they cash some of their points out for coupons.
Points-to-Coupon Table
This is a table, usually listed on a dealer's website, that tells customers how many points equals how many dollars. For example, at 250 points a customer could cash out for a $10 coupon, or they could save their points over time in the hopes of using 500 points to get a $25 coupon.
Portable Scanner
Also known as a hand held scanner, dealers use the Option 2001, or the Motorola CS 1504 to scan the back of members' reward cards. The scanners store the reward numbers on an internal hard drive, and then after the event they can be uploaded to the More Than Rewards system to automatically award points.
Powersports
Sometimes written has "Power Sports", this is a general term that encompasses the world of motorcycles, sport bikes, racing bikes, jet skis, snow-mobiles, ATV's, sport utility vehicles, and more.
Progressive Coupon Scheme
This is a "you spend more, you get more" philosophy. If your coupon cost DECREASES with the most points you have, this means that it's a progressive system. The more you earn, the bigger rewards you have access to. For example, if for 250 points you can get $10 back, that's essentially 4% ($10/250 points). Now, if at 500 points, though, you could get $25, that's 10% in coupon value. Wouldn't you want to save your points in this scenario?
PSN (Powersports Network)
This is now called "DX1" previously owned by PSN, PSN is no more and they where bought by domion power sports which is a magazine company. THey run all the motorcycle dealer websites. DX1 is the top 3 big sites.. aka Dealer Spike, ARI and DX1 (previously PSN). This company designs and host websites for all sorts of Powersports dealers in the U.S. and Canada. They are the most popular service of this kind, and about half the Harley dealers out there current have a "PSN website". Updates to a website can be made by the dealer themselves or by their PSN account rep. PSN can even send our emails to a dealer's customer base. More Than Rewards has tools that integrate with the PSN sites, or any other website out there.
PWC (Personal Watercraft)
This is the industry term for things like jet skis.
Reconcile
Reconciliation or "balancing" is usually an accounting or department manager function. They look at all the money, coupons, and receipts for a particular day, and they make sure that what was paid by the customer matches what was sold. Also, they make sure that things like gift cards were used and recorded properly, and that the cashiers didn't steal any money.
Reward Customer
A customer who has been activated to earn points on the loyalty program for the dealership. Employees are usually not eligible. A reward customer's information is stored in two places: Their customer record in the DMS and the More Than Rewards system. When these two numbers match up, we bring over the customer contact information and sales for the customer so they can begin earning reward points.
Reward Group
Some customers can be placed in a special Rewards Group which gives them more points for every eligible dollar spent. This is done by assigning the group a special multiplier to increase customers' points. As part of the payout policy set up with MTR, sometimes dealers make it so that their HOG members or new bike owners earn 1.5 or 2 times the points by default, as opposed to 1 point for every dollar.
Rewards Card
Most dealers, when activating a rewards customer, use a rewards card. On the back of the card is the unique reward number and also a barcode representing the number. Cashiers take a card, read this number, and type or scan it into the customer record on their cashiering system. This action will link that account with the More Than Rewards System. The card is given back to the customer.
Rewards Coupon
Customers can trade their points for dollar-value coupons, also known as Rider Bucks, Gift Certificates, Reward Bucks, etc. Every reward coupon lists when it was created, and customers have 30 days to use the coupon - if they print the coupon out online from their customer portal. After 30 days a coupon expires and can no longer be used. Customers can also have cashiers create a coupon for them, but it has to be used that day - no exceptions. When a customer brings a coupon into the store, the cashier will redeem the coupon by scanning a barcode on the coupon or typing in the unique coupon code that always starts and ends with the letters "CP". Coupons can only be used once, but they are dependent on either cashier verification or creation.
Rewards Number
This is the unique and PRIMARY identifier for a reward customer on the MTR system. Names, addresses, and phone numbers may change, but this number never does. It always begins with two letters, like "AR", followed by four or five numbers. Each store has a unique two-letter code, and this never changes. So, we can tell which store a customer got their card, and they can only earn rewards for that location. If it's a multi-store dealer, the reward number can be used across all locations so that the customer can earn points in more than one place!
Riding Season
It depends where you are in the world, but riding season is also the primary selling season for all motorcycle dealers. It typically runs from the first signs of spring to when the snow's about the fly. Some dealers, like those in Texas and Florida, have year-round riding seasons. Dealers that sell winter sports vehicles get a boost, though, during the winter.
Sales Department
This department is comprised of sales people devoted to selling major units, or bikes. Everything in the dealership is centered around how well the sales department performs and how many units they sell. Sales people are generally concerned with closing Deals. Deals are usually written up and finalized by the F&I Manager. Every deal closed gets a "Deal Number".
Sales History
The sales history for a customer lists all the coupon activity, vehicles deals, vehicle accessories on a deal, over the counter parts/MotorClothes invoices, service work orders or repair orders, and bonus point history. Default multipliers for the days the items were bought, as well as group multipliers are listed. Sales history only goes as far back to the same week a customer became a rewards member.
Security Code
This is a long string of letters and numbers on the back of the reward card below the reward number. Customers use this code only once to verify that they are the actual card holder if they ever want to access their rewards account online, also called the Rewards Portal or Customer Portal.
Server
This is the computer at the dealership that runs the DMS system. The two most common that dealers use are Talon ES and Lightspeed NXT. It contains all the customer data, inventory, sales history, work orders in progress, and much more. It's the most important computer in the dealership. Some servers can even manage multiple stores.
Service
The service department creates Work Orders or Repair Orders, also known as "RO's". Each RO has a Work Order number. Multiple Jobs, also called Events, are listed on a work order to show the customer what has been done. These jobs can include labor, parts, and notes about what was done, including the price for each job. More Than Rewards brings over work orders along with each event or job listed, along with the price, and rewards on the day the work order number was opened, not when it was finalized or closed.
Service Department
When you bring in your bike for service, a Work Order is created, but it's also known as an RO, or Repair Order. Service perform maintenance, repairs, oil changes, pre-paid maintenance, warranty work, crash repairs, insurance work, etc. Every work order gets a work order number. A Service Manager heads up this department.
Service Writer
This is the person who writes the work order or repair order. They define the jobs that need to be done, along with what parts will be needed, when it's estimated to be finished, etc.
Special Order
These are not-in-stock items that a customer pays for in-full or puts a deposit down on, and then they are received and picked up at a later date. More Than Rewards DOES NOT rewards on special orders until they are picked up by the customer.
Special Orders
Special Orders, in the Powersports industry, generally aren't that "special". First, because what people order isn't out of the ordinary. Second, there are usually tons of special orders done at a dealer from various vehicle parts to all types of clothing and bike accessories. Special Orders are prevalent because a dealer cannot carry everything that a factory or vendor offers - There are potentially hundreds of thousands of items! Some dealers, by item, do 20% of their sales in special orders alone. It can take weeks to get a special order, sometimes even over a month if it's an engine, so dealers call people when it's ready to be picked up.
Tab
A "tab" is a term for a clickable navigation tool that is found on a lot of websites, including the More Than Rewards intranet.
Talon ES
Talon or Talon ES, This is Harley-Davidson's official Dealer Management System (DMS) for their stores. A separate division of Harley based out of Ohio actually creates and maintains the software, called "Harley-Davidson Dealer Services". You don't have to use Talon, but it's highly recommended. Over half of the roughly 800 Harley dealers use Talon. "Talon ES" is the most recent version, but they used to have "Talon 2", and older, slower version of the software. Harley no longer supports Talon 2, and only a couple dealers out there still have it.
TLP
This is a CRM that is very similar to V-SEPT in function, market penetration, and popularity that started around the same time. It has recently been acquired by PSN. One of the first CRM created in our industry.
Toolbar
This is a general term for a set of vertically aligned options at the top of a webpage to help people navigate intuitively and more efficiently. The More Than Rewards intranet has a Toolbar that contains links to functions like the Reward System, Marketing Tools, Employee Directory, and more.
Traffic Log Pro (TLP)
This is a CRM that is very similar to V-SEPT in function, market penetration, and popularity that started around the same time. It has recently been acquired by PSN.
V-SEPT
This is another web-based CRM that started around 2005, and is popular in Harley-Davidson market, but more so with Powersports dealers in general. V-SEPT and More Than Rewards used to be partners, but ADP, which owns the Lightspeed DMS, bought V-SEPT in 2011. It comes with Light Speed NXT and is pushed hard by the ADP folks who sell Light SPeed.
V-Twin
A type of motorcycle, like the bikes Harley-Davidson has, which have a "twin cam" engine that is shaped like the letter "V". Usually this term suggests an American manufacturer, like Big Dog or Indian, though there are plenty of V-Twins out there with a foreign origin, like the Honda Goldwing.
Web-based Software
This type of software is run over the world-wide web or through private websites called "intranets". The reason why web-based software is so popular is that there is no or little installation, it works off of browsers like Internet Explorer, changes can be made and propagated with ease, and it's generally faster to set up. More Than Rewards' solutions are all web-based, as is most other software providers in this industry.
Widget
or also called "Website Widgets", this is a special set of HTML that we give the dealership that causes things to appear on their website. For example if we want our login box to appear on their site for customers to login this is called the "Login Website Widget". Others include an event calendar widget, stat tracking widget, gift card lookup widget and more. It basically adds little tools on their website that the dealer customers can use. The most common is the rewards login portal widget.
WYSIWYG Editor
"Wizzywig" is a acronym for What You See Is What You Get. More Than Rewards and other companies made these types of editors available to help people build websites, website code, and email campaign templates. As you use the editor, it creates the code behind the scene. A type of WYSIWYG editor can be seen in using Microsoft Word processing software.