This development program consists of four sessions. Application assignments will be given between each session. Each session will incorporate a pre-test and post-test to reinforce and measure key learning points. A company improvement project will be assigned and participants will give a presentation on their project at the last session.
First two days: 8:00 a.m. to 5:00 p.m.
Last day: 8:00 to 12:00 p.m. approximately
Please arrive 30 minutes early the first morning for registration.
Session One: (2.5 days)
Leading and Managing Yourself, Others, and a Dealership
This program starts with how to effectively lead yourself, lead others, lead departments, and lead a dealership. It assesses your preferred leadership approach, then measures your leadership choices and decisions. We provide an in-depth leadership assessment, as well as a proven model to dramatically improve your understanding and ability to effectively lead and manage the people and processes in your business. It also provides a road map for understanding effective business principles and processes and practices by covering the Total Business SuccessTM solutions model, which describes how to leverage culture, people, processes and strategy. Self-development, interpersonal skills, and team development are also emphasized.
- Total Business SuccessTM of the dealership
- Dealer/GM roles as leader, manager and contributor
- High performance leadership assessment and skill building
- Attributes of successful dealership leaders & managers
- Managing and developing key business processes
- People management and development
- Understanding Business Plateaus / organizational structures
- Effectively managing change
- Core business capabilities
- Successful strategic practices
- Creating a winning culture
Session Two: (2.5 days)
Financial Analysis and Balance Sheet
Participants are given a basic to intermediate level introduction to financial analysis and accounting management within the equipment dealership. Learn the basics of sound financial management along with internal controls. Successful completion of this module equips managers with the tools needed to understand as well as efficiently and effectively manage profitable dealership operations.
- Financial and accounting terminology
- Financial relations in the dealership
- Interpreting dealership financial statements
- Basic accounting fundamentals
- Key Expense Ratios and financial metrics
- Plan, monitor & forecast financial performance
- Inventory management
- How/when to grow to different Business Plateaus
Sales Department Management and Processes
Key sales manager attributes are presented for participants to gain knowledge and understand the skills and concepts to effectively and profitably manage the sales effort. Varied interactive exercises are utilized to demonstrate the relationships and contributions of the departments to the whole dealership. Best practices are shared from high-profit and high-performance operations.
• Sales manager roles and responsibilities
• Management, margin and inventory systems
• Sales processes that support total dealership stability and growth
• Key metrics to monitor and manage in the sales department
• How to create and use inventory management systems
• How to create and use a sales process
Session Three: (2.5 days)
Aftermarket Management / Total Company Wrap-Up
Participants develop an understanding of service department and parts department operations and the skills and processes required for managing each profitability. The contribution and relationship of the parts and service departments to the sales department are carefully examined through interactive exercises to realize the overall potential to both the external and internal customer base. Best practices are shared from high-profit and high-performance operations. Sample financial statements are used as a class exercise to illustrate where the numbers come from and how to analyze where operational changes can or should be made. The concentration in this session is on identifying how to create solutions from the key metrics.
- Service & parts key performance indicators
- Scorecards – what needs to be measured & monitored
- Keys to managing multiple departments
- Plateaus at the department level
- Pricing, recovery, and capacity
- Parts and service planning
- Financial analysis
- Asset management
- Maximizing profitability
- Principles of effective pay plans
- Role of parts & service departments in the dealership
- Parts inventory management
- Total Company wrap-up: how to “make more money”
- Business Plateaus-based department-specific org charts
Session Four: (2.5 days)
Leadership, Hiring, Course Project Presentation and Graduation
The final session consists of the course participant teams presenting their applications projects to the entire class, as well as discussion and review debriefs after each. Attendees may be invited from participating organizations. Other summary activities may be included. This session concludes with a graduation ceremony and awarding of certificates for successful completion.
- Leadership motivations assessment
- Effectively influencing people
- Hiring winners
- Review of key management practices and principles
- Team application projects sharing
- Selective presentations
- Summary development activities
- Graduation and program development sharing