Work Shops
Work Shop Options
Leadership Workshop (1 Day)
Attendees: Dealer Principal, General Manager, All Managers, and Supervisory Personnel
Course Objective: 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 your 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 holding the visuals 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 Objective: 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 principle
Property calculating staff counts required - Calculating a compensation budget based on objectives and market
- Distribution of compensation between three 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) (One Day)
Attendees: Sales management and 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 interest to build relationships
- Gaining trust
- The art of selflessness and giving
- Elevating human expectations
- Power of influence and selling
Hiring And Retaining Millennials
(1 Day)
Attendees: Owners, General Managers, Department Managers
Course Objective: 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: Principles, General Managers & Controllers
Course Objective: Participants will have a clear understanding of their balance sheet and manage their business more efficiently:
- Understanding the relationship between balance sheet and profit statements
- Learning the dangers of hidden numbers which distort profits
- Analyzing volatile assets 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 shot 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
- Break even analysis for wholesale parts and its effects on departmental bottom line