Leadership Workshop (1 Day)
Attendees: Dealer Principal, General Manager, All Managers, and Supervisory Personnel
Course Objectives: Learn how to connect with employees and their personal lives in order to create an environment to achieve sustainable change:
- Prepare the leadership team to engage and connect with employees on a personal level.
- Identify the connection between personal and business goals and objectives.
- Provide tools and methods that will help develop the organizational buy in by the employees.
- Prepare the team to systematically develop strategies for sustainable change.
All Employee Workshops (2 Day)
Attendees: All dealership employees including the GM or the Principal
Course Objectives: Learn how personal lives are closely weaved with that of workplace and use the correlation to achieve personal and work-related objectives and improve the quality of life:
- Identify the relationship between personal and organizational purpose.
- Create synergies between all employees and the leadership team.
- Identify and break down barriers based on personality conflict.
- Identify limiting beliefs and references which hold individuals and organizations back.
- Provide tools which allows all participants to take ownership of their business objectives.
- Provide tools to eliminate organizational culture which prevents change and growth.
EFFECTIVE COMPENSATION PLANS
(1 Day)
Attendees: Owners, General Managers
Course Objectives: Learn how to author effective pay plans to improve performance and stay in the budget:
- Relationship between dealership objectives and forecast and productive pay plans.
- The “Funnel Approach” principal.
- Properly calculating staff count required.
- Calculating a compensation budget based on objectives and market.
- Distribution of compensation between 3 tier producers.
- Calculating proper bonus structures that increases performance.
- Eliminating unaccounted bonus spending and stay within budget.
- Creating compensation plans based on individual performance and improvement.
POWER OF HUMAN INFLUENCE
(THE PYGMALION EFFECT)
(1 Day)
Attendees: Sales Management & Sales Staff
Course Objectives: Participants will learn the following key points in building relationships during a sales process:
- Psychology of influential conversations.
- Proper questioning techniques.
- Art of active listening.
- Identifying common interests to build relationships.
- Gaining trust.
- The art of selflessness and giving.
- Elevating human expectations.
- Power of influence in selling.
HIRING AND RETAINING MILLENNIALS
(1 Day)
Attendees: Owners, General Managers, Department Managers
Course Objectives: Understand how millennials behave and eliminate the challenges of the automotive retail culture which prevents hiring and retaining this generation of employees:
- Understand millennial employees’ expectations.
- Avoid the conventional automotive retail traits to get in the way of hiring this generation of people who are instrumental for the future workforce and the consumers.
- Creating compensation plans to attract millennials into the automotive retail industry.
- Benefiting from their character attributes that will enhance performance if encouraged.
- Creating longevity and loyalty through monetary and emotional recognitions.
- Methods of proper interview and screening questionnaires.
- Proper employment advertising and sources.
NEGOTIATION TECHNIQUES
(1 Day)
Attendees: Sales Managers & Sales Staff
Course Objectives: Learning to perform with an accommodating technique in this challenged and competitive environment of auto sales and succeed every time:
- Understanding different customer behavior styles.
- Customizing sales approach to each behavior style.
- Learn to accommodate selflessly just to help.
- Becoming a master of listening.
- Proper questioning techniques.
- Customizing the sales process.
- Practicing asking intelligent interview questions.
- Structure proposal based on interview to win with the first offer.
- There are no objectives, just needs.
- Creating the sense of control by the client.
- Learning to address concerns rather than avoid them.
- Becoming a champion of making friends.
POWER OF YOUR BALANCE SHEET
(1 Day)
Attendees: Principals, General Managers & Controllers
Course Objectives: Participants will have a clear understanding of their balance sheet and manage their businesses more efficiently:
- Understanding the relationship between balance sheet and profit statements.
- Learning the dangers of hidden numbers which distort profits
- Analyzing volatile asset and liability accounts to identify financial bottlenecks.
- Methods of identifying theft or negligence without an expert help.
- Learning how to free up frozen capital.
- Reconcile profitability of any dealership just by the balance sheet analysis.
- Identify unaccounted expenses or income.
FIXED OPERATIONS EFFICIENCIES
(1 Day)
Attendees: Service and Parts Managers
Course Objectives: Participants will learn about the crucial benchmarks to assess the performance level of their service and parts departments:
- Understand the measuring tools for service and parts department efficiencies.
- Compare current statistics to that of high-performance dealerships and identify opportunities.
- Understand true shop capacity and learn to maximize service production.
- Enhance service write up process and learn sales techniques to maximize each repair order.
- Improve service customer retention through comprehensive marketing and loyalty tools.
- Create effective service and parts compensation plans to boost performance.
- Breakeven analysis for wholesale parts and its effects on departmental bottom line.