Here is an overview of our Live and Virtual Training offerings.

Live Courses

General Manager Workshop:
This highly interactive course is designed to provide general managers and aspiring general managers with a comprehensive 360 degree perspective and understanding of all dealership activities. Together, we take a deep dive into the operating issues and challenges in the accounting office, the service and parts departments, and the internet department and its activities. Used vehicle inventory management standards is also addressed during this workshop, as well as the sharing of ‘best in class’ practices, case studies and the development of leadership skills. Attendees return to the dealership armed with sufficient knowledge to be able to ask the right questions and determine what effective control mechanisms should be looked at on a daily, weekly and monthly basis.

Workshop for Automotive Office Managers/Controllers:
How to become a more effective dealership office manager/controller requires an array of specific skill sets and disciplines, as well as the leveraging of available technology to enable people to work ‘smarter rather than harder.’ This course encompasses paper flow protocols, asset management orientation, expense control mechanisms and financial statement analysis. Becoming a more effective office manager/controller, as well as an operational partner with key managers, is also addressed during this workshop.

Financial Statement Analysis:
A deep dive into each page of the operating report and the relationship between sales activity and asset management levels forms the foundation of this intense hands-on workshop. . Attendees are asked to bring their own dealership financial statement for analysis and root cause problem solving solutions.

OEM Training:
Our organization offers customized training to OEMs. Particular attention is placed on increasing the operational knowledge of the attendees, reviewing key dealership performance indicators and isolating root cause concerns relating to underperformance issues. We also concentrate on improving the participant’s techniques for consultative selling skills to make them more effective and credible in the field and, thus, a successful enabler of change.

Virtual Training:

Creating Successful Dealership Pay Plans:
Pay plans affect individual behavior and performance. Developing the right pay plan to motivate and enhance personal performance is a science, as well as an art. Creating pay plans that work and successfully transitioning personnel from an old pay plan to a new, well constructed pay plan improves job fulfillment and performance.
Items covered during this training include:
• The various elements that shape a great pay plan
• The mathematics involved in calculating a customized pay plan
• Switching pay plans – how to get acceptance and buy-in from the recipients
• Driving the key performance indicators, such as:
   o Volume
   o Gross
   o CSI
   o Team work
   o Expense control
   o Culture alignment
• Examples of successful pay plans
• Excel pay plan templates

Asset Management:
All dealership current asset levels should be continually reviewed and measured by their appropriate asset management standards, which could include a combination of turn-around time, cycle time or days supply elements. This session covers these important factors, what they mean, how they are calculated, and how to use them. The appropriate industry benchmark and specific solutions for each particular asset is reviewed, as well as what process needs to be in place to keep them within guideline.
The following issues to be addressed include:
• How to measure and manage contracts in transit
• Cycle time management – variable and fixed operations
• New and used vehicle inventories
• Parts inventories
• Miscellaneous inventories, such as work in process and sublet
• Receivables:
   o Contract in transit
   o Parts and service receivables
   o Rebate receivables
   o Warranty receivables
   o Reports used to monitor, manage and control all assets and cycle time

Financial Statement Analysis:
When analyzing a financial statement, it is important to know:
1. What to look for
2. What questions to ask
Developing financial and analytical skills is essential as it enables dealership managers to interpret financial information that impacts important management decisions. This session lays out a step-by-step approach to financial statement analysis and will address at least the following issues:
• End-of-month steps necessary to reduce financial statement errors
• The relationship between sales activities and asset management levels
• Solvency and liquidity ratios
• Exception management – where out-of-line situations occur and what to do about them
• Accuracy review – spot errors and determine how to prevent their reoccurrence

Customer Retention Strategies:
The ability to successfully retain your customers is a dealership imperative. During this session, you will learn how to create and execute comprehensive retention strategies that will improve sales and service retention percentages.
Content includes:
• How to create your dealership’s own customer contact blueprint
• Converting sales customers to service customers
• Converting service customers to sales customers
• Defection management
• BDC centers
• Leveraging current technology
• Designing pay plans that align with customer retention activities

Used Vehicle Inventory Management:
There are a number of essential elements that must be in place in order to have a highly profitable used vehicle department. Dealers who are ‘top of their game’ when it comes to used vehicles exhibit fundamental similarities that will be shared in this session.
Content includes:
• Vehicle aging polices: What are the acceptable used vehicle industry guidelines
• How to create the ideal inventory model mix – managing inventory aging problems:
   o Does one age fit all?
   o Used vehicle segmentation
   o Inventory walks
   o Trade walks
• Pricing strategies
• Used vehicle merchandizing
• Reconditioning standards
• Internet management and strategies – used vehicles
• Certified pre-owned positioning
• Forms and checklist

Best Practices Checklist:
Taking each department into consideration, including the accounting office, and boiling it down to a daily, weekly and monthly checklist forms an important management discipline for the busy general manager who wants to make sure that ‘all the bases’ are being covered. This session is designed for the general manager and each department head to review for applicability and implementation.
The best practices checklist reviews the following departments:
1. Service
2. Sales
3. Accounting
4. Parts
5. Internet

Tel: (858) 273-8085   |   Toll free: (800) 867-2160   |