Aftermarket Management (Service Focus)

Create enduring success for your parts and services leaders.

Aftermarket Management (Service Focus) will train experienced and high-potential parts and service managers the complete skill-set needed to achieve high performance in the aftermarket environment.  This course consists of two sessions that cover leadership and coaching skills, projecting, measuring and managing financial results, improving service efficiency, managing parts inventory and much more.  Participants learn how to operate their respective departments at a high level of profitability and productivity.

The two-session program is specifically designed to make the most of the critical time away from the dealership.  Session One includes parts and service manager together to learn the essential skills critical for success in any leadership position. They will learn about the PRO-daptive® model for managing any situation correctly the DISC personal style tools for working all types of people, as well as other key hiring, coaching and performance management principles.

For Session Two, parts and service managers are split into separate groups. Parts managers attend the first 1.5 day session to learn the specific management skills needed for the parts department.  Service managers begin their second session immediately following parts, focusing on specific needs for their departments.  Individuals who manage the entire aftermarket operation may attend both the parts and service sessions in a single, three-day session.

Click the Agenda link at the top of this page to learn more about the course content.


This development program consists of two sessions. Application assignments will be given between sessions.

Session 1: (2.0 days)
Service & Parts Departments Leader-Manager High-Performance Characteristics and Financial Management

The principles of high productivity, profitability and satisfaction are covered in this two-day session, including how to use the PRO-daptive® model to effectively manage any condition or situation.  Students will learn how to develop others through progressive leadership skills. Self-development, interpersonal skills and team development are also emphasized.  Participants are also given a basic to intermediate introduction to creating profit plans and managing the financial results of the service and parts departments utilizing Spader’s easy-to-understand One Dollar Empowerment® system.

Learning Outcomes:

  • Develop the skills for high-performance leadership
  • Avoid coaching mistakes
  • Become a strong, supportive mentor
  • Manage and develop people
  • Develop a profit plan with One Dollar Empowerment®
  • P&L and Balance Sheet basics
  • DISC personal styles
  • Effective work direction
  • Manage Key Expense Ratios
  • Monitor service and parts absorption rates

Session 2B:  Service (1.5 days, starts after lunch following the Parts Session 2A)
Service Department Management

Participants will develop and understanding of key service department operations and the tools to effectively manage them. Sample financial statements are used to illustrate where the numbers come from and how to analyze where operational changes can and should be made.

Learning Outcomes:

  • Identify the key performance indicators of the service department
  • Understand and make adjustments to the service department profit plan
  • Structure service department pay plans
  • Manage Collect-able® Efficiency and technician productivity
  • Perform service marketing and selling

Session 1:  8:00 a.m. to 5:00 p.m.
Please arrive 30 minutes early the first morning for registration.

Session 2B first day:  1:00 p.m. to 5:00 p.m.
Session 2A second day:  8:00 to 5:00 p.m. approximately


What are the enrollment criteria for the Farm Equipment Aftermarket Management development program?

  • Current or aspiring parts managers or service managers in farm equipment dealerships
  • Parts and service managers who desire a well-rounded skill set versus just technical knowledge
  • Access to departmental financial and operating data
  • Authority to implement real-world and practical application concepts at the departmental level
  • Ability to grasp of the baseline fundamentals and industry-specific knowledge of business planning including personnel management, marketing, inventory management, budgeting and forecasting

Do you offer additional support?

Each participant takes home a full set of materials that includes the tools, processes, tips and forms needed for implementation and reference. You’ll also receive access to our help desk via email or toll-free phone for help with any questions you have when implementing what you’ve learned.

How much does this course cost?

$3,400 per attendee

This development program may be available on demand or may not be currently scheduled.  Contact us at 800-772-3377 to discuss scheduling for your organization or team.