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DEALERSEDGE Welcome to DealersEdge
Advanced Management Education for Top-Tier Auto Dealership Managers
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  1. What It's Worth: Automobile Dealership Value

    What It's Worth: Automobile Dealership Value

    $199.00

    (PDF DOWNLOAD)

    Navigate auto dealership valuation hazards with insights from industry leaders.
    Changing market conditions, an array of industry-specific value drivers, and other considerations can make it difficult to describe “the value” of an auto dealership. With a lively industry landscape, business appraisers should be prepared for an increased demand for auto dealership valuation, while owners need to know how to create more value in their dealerships to get the most when they are ready to sell. What It’s Worth: Auto Dealership Value (formerly Key Trends Driving Auto Dealership Value) provides you with wisdom from numerous experts who work with auto dealerships and study the valuation issues associated with this industry daily. These individuals include accountants, brokers, M&A executives, former dealership employees and owners, and other consultants and advisors. Combined, these experts point you in the direction to “hit the mark” when valuing and understanding the value of a dealership. There is no better resource for you than these professionals who advise on buy/sells, executives who lead their groups on acquisition strategy, and professionals whose financial livelihoods depend on transactions in this space.


    Highlights of the report include:

    Get key valuation techniques for appraisers - this report educates readers on issues such as the real estate considerations for auto dealerships, the used vehicle and independent dealership market segment, and the need for succession planning
    Learn how to build value in a dealership for future sale and what the larger retailers are thinking in terms of future acquisitions
    Access real-world data that aims to support your conclusions when assessing the value of a dealership
    Get insight on the current market trends and what really drives value in an auto dealership

    Table of Contents

    INTRODUCTION

    SECTION I: THE CURRENT LANDSCAPE OF VALUE IN AUTO DEALERSHIPS

    THE CURRENT LANDSCAPE OF VALUE IN AUTO DEALERSHIPS
    WHAT DRIVES VALUE FOR AUTO DEALERSHIPS
    CURRENT MARKET TRENDS IN NEW AND USED AUTOMOBILE SALES
    By Travis Flenniken, CFA, CVA

    SECTION II: VALUATION CONSIDERATIONS FOR AUTO DEALERSHIPS
    METHODS AND TRENDS IN VALUING AUTO DEALERSHIPS
    USING THE CIMI METHOD TO VALUE AUTO DEALERSHIPS
    WHY REAL ESTATE IS AN IMPORTANT COMPONENT OF AN AUTO DEALERSHIP VALUATION
    By Adam Lawyer, CPA/ABV/CFF

    THE SPECIAL ISSUES YOU SHOULD CONSIDER WHEN VALUING OR SELLING A USED CAR DEALERSHIP

    SECTION III: BUY-SELL TRENDS IN THE AUTO DEALERSHIP MARKET

    HOW UNDERPERFORMING DEALERSHIPS CAN SELL AT GOOD MULTIPLES: A CASE STUDY
    By Travis Flenniken, CFA, CVA
    BUY-SELL ACTIVITY IS ON THE RISE FOR AUTO DEALERSHIPS
    By Adam Lawyer, CPA/ABV/CFF

    SECTION IV: SELLING AND SUCCESSION PLANNING FOR AUTO DEALERSHIP OWNERS
    THINKING OF SELLING? A 23-FACTOR CHECKLIST TO HELP DEALERSHIP OWNERS MAXIMIZE VALUE
    By Jason Borden, CPA

    DOES SUCCESSION PLANNING BUILD AUTO DEALERSHIP VALUE?
    By Loyd H. Rawls

    SECTION V: FINANCIAL AND VALUATION DATA
    NEW AND USED AUTOMOBILE DEALERSHIP VALUATION MULTIPLES BASED ON PRATT’S STATS
    By Adam Manson
    USED AUTOMOBILE DEALERSHIP VALUATION MULTIPLES BASED ON DATA FROM PRATT’S STATS
    By Adam Manson
    PRICING A NEW CAR DEALERSHIP—RULES OF THUMB
    PRICING A USED CAR DEALERSHIP—RULES OF THUMB

    SECTION VI: APPENDIX
    NEW AND USED CAR DEALERSHIPS:
    SOURCES OF INDUSTRY INFORMATION Learn More
  2. BKSE 5-Minute Guide to... Sales Success Coaching

    BKSE 5-Minute Guide to... Sales Success Coaching

    $247.00

    Book Available in Downloadable .PDF or Hard Copy Format - Shipping is FREE!

    Quick & Easy to Deploy Training Sessions for those...
    Teachable Moments at your sales meetings
    One-on-One Coaching of New Hires, or...
    ... with Underperforming Sales Team Members

    For every Sales Manager, "Teachable Moments" occur every day... moments when a deficiency is noticed and an opportunity created for positive reinforcement and coaching!
    "Teachable Moments" can occur one-on-one, but also as a productive addition to your regular sales meetings!
    This DealersEdge Guide is packed with short lessons (typically 1 page) addressing every correctable deficiency keeping your sales team members from improvment and sales success!
    Every Sales Manager looking for a convenient way to coach sales team members to success... simply must own this resource!

    What's Included:

    Short and focused training lesson organized into these 9 Chapters ... 140 Lessons ...

    Chapter 1 - Meet & Greet
    Chapter 2 - Building Rapport
    Chapter 3 - Qualifying the Prospect
    Chapter 4 - Presentation
    Chapter 5 - Overcoming Objections
    Chapter 6 - Negotiating
    Chapter 7 - Closing the Sale
    Chapter 8 - Delivery & Follow Up
    Chapter 9 - Skills Development & Self-Motivation

    In which areas does your Sales Team need some help?

    Included with your purchase of this Guide, you will receive a CD containing Word files of each artcle/lesson found within.
    That's 140 Word files so that you can print out individual copies for your Sales Staff...
    ... or perhaps even cut & paste your own in-house "Sales Tips Newsletter".... with content you choose for today's needs of your sales team members.
    Free and included with your Order!

    SUBSCRIPTION OPTION:
    You can upgrade your Webinar or Recording purchase to a single-person 1-year subscription, allowing you full NO-ADDED CHARGE access to all future Live Webinars (45+ per yr) and our online library of over 160 Recordings of past programs. For just $250 more than the price of this program, you get it all for a period of one year! That is a total of just $497 for your single-person subscription (Season Ticket) including this program. You are free to cancel at any time during the first six months and receive a refund of the additional $400 paid for this upgrade - for any reason! Learn More
  3. JNVP Journal of Auto Retail Leadership & Management

    JNVP Journal of Auto Retail Leadership & Management

    $347.00

    One year (3 issues) of the Journal of Auto Retail Leadership & Mgt at the Active Membership Rate of Just $347!

    Learn More
  4. JKA1 The DealersEdge Journal of Leadership and Management Volume 1, Number 1, January 2016

    JKA1 The DealersEdge Journal of Leadership and Management Volume 1, Number 1, January 2016

    $147.00

    Volume 1, Number 1, January 2016

    SUBSCRIPTION PRICE! $347

    Published 3 Times Per Year & Packed with the Latest Leadership & Management Innovations for Auto Dealers and their Management Team!

    The Journal of Leadership & Management will help all Auto Dealership Managers...
    Tap into New Ideas & Strategies...What's Working for Your Peers
    Sharpen and Hone Your Basic, But Critical, Management Skills
    Discover the Habits & Practices of the Very Best Managers of the Very Best Dealerships
    Stay on the Cutting Edge of Modern Management Thought and Practice in the Highy Competitive World of Retail Automotive Management and Leadership!

    Table of Contents for the Premier Issue...

    Of Interest to Senior Dealership Management Leaders:

    General Managers - Top 5 Sure Fire Bottom Line Builders with Jeff Sacks
    Employment Law Issues for All Dealership Managers with Charles Feuss J.D.
    5 Ways to Save Money on Dealership IT with Erik Nachbahr
    Controller's WOW Factor... 5 Storewide Quick Improvements with Christine Andrews & Rob Campbell
    Which Gov't Agencies (U.S.) are Targeting Auto Dealers with Jim Radogna
    What to Consider Before Changing Your DMS with Sandi Jerome

    Focusing on Sales, Marketing & BDC Management:

    Certified Pre-Owned...How to Earn a Larger Market Share with Jasen Rice
    New Look at Video Marketing Strategies for Auto Dealers with Paul Potratz

    Zeroing in on Fixed Operations Management:

    How to Create a Killer Business Plan for Service Growth with Don Tipton
    Service Menu Design and Profit Structuring with Ray Branch
    Text Marketing in the Service Dept with Elena Ciccotelli & Keith Gaytan
    Aging Parts Inventory - Valuable Assets or Worthless Artifacts with Chuck Hartle' Learn More
  5. BJSG Dealership Sales & Marketing Management... What's Working... What's New...2015

    BJSG Dealership Sales & Marketing Management... What's Working... What's New...2015

    $198.00

    Available in PDF and Hard Copy Format

    Essays from Workshops Presented by Dealership Sales & Marketing Experts Focusing on What is Working for Your Peers

    Benefits:

    1. Zero in on What Your Peers in other dealerships are doing to enjoy fantastic sales and profit growth…
    2. Sharpen and Hone Your Basic, But Critical, Management Skills
    3. Discover the Habits & Practices of the Very Best Dealership Sales, BDC and Marketing Managers
    4. 125+ Pages of Essays Drawn from the Content of Recent DealersEdge Workshops as presented by Auto Industry Experts!

    Essays Included in this 125+ Page Collection:
    CHAPTER 1 - What's Working in Sales Mgt…

    5 Biggest Bottom Line Opportunities for Sales Mgrs
    Fixing the F&I Bottleneck W/O Killing Profits
    Why 70% of All U.C. Depts Underperform
    Top 10 Digital Marketing Mistake for Auto Dealers
    How to Reconcile Sales & CRM Gross to the Acct'g Gross

    CHAPTER 2 - Basic Management Skills for Sales & Mktg Mgrs…

    Get the Best from Your Team with One-on-One Coaching
    Step-by-Step Forecasting Guide that Gets Results
    Effective Pay Plan Formulas
    What's New in Pre-Employment Screening

    CHAPTER 3 - Habits & Practices of the Best Sales & Mktg Managers

    Habits & Practices of Exceptional Used Vehicle Mgrs
    Habits & Practices of Exceptional BDC Mgrs
    Habits & Practices of Exceptional F&I Mgrs

    CHAPTER 4 - BDC Management Concepts…

    Best Practices for Building Your BDC
    Hiring & Training Dealership BDC Reps
    Top 5 Steps to Ensure Immediate BDC Mgr Improvements

    SUBSCRIPTION OPTION:
    You can upgrade your purchase to a single-person 1-year subscription, allowing you full NO-ADDED CHARGE access to all future Live Online Workshops (45+ per yr) and our online library of over 160 Recordings of past programs. For just $300 more than the price of this program, you get it all for a period of one year! That is a total of just $598 for your single-person subscription (Season Ticket) including this program. You are free to cancel at any time during the first six months and receive a refund of the additional $300 paid for this upgrade - for any reason! Learn More
  6. BMF2 Fixed Operations... What's Working... What's New...2015

    BMF2 Fixed Operations... What's Working... What's New...2015

    $198.00

    Available in PDF and Hard Copy Format

    Essays from Recognized Fixed Ops Experts Focusing on What is Working for Your Peers

    Benefits:

    Tap into New Ideas & Strategies for Fixed Operations Managers...What's Working for Your Peers
    Sharpen and Hone Your Basic, But Critical, Management Skills
    Discover the Habits & Practices of the Very Best Fixed Ops Managers
    Uncover New Cutting Edge Concepts in Parts Management

    Over 120 Pages of Essays Drawn from the Content of Recent DealersEdge Workshops!


    SUBSCRIPTION OPTION:
    You can upgrade your purchase to a single-person 1-year subscription, allowing you full NO-ADDED CHARGE access to all future Live Online Workshops (45+ per yr) and our online library of over 160 Recordings of past programs. For just $300 more than the price of this program, you get it all for a period of one year! That is a total of just $598 for your single-person subscription (Season Ticket) including this program. You are free to cancel at any time during the first six months and receive a refund of the additional $300 paid for this upgrade - for any reason! Learn More
  7. Quick Start Guide to Dealership Financial Results

    Quick Start Guide to Dealership Financial Results

    Regular Price: $298.00

    Special Discount Price: $149.00

    Available in PDF and Hard Copy Format

    Essays on Strategies to Analyze and Grow Your Dealership or Auto Group

    New Car Dealerships: fits the general description of a local small business, but each dealership organization can be described by these characteristics:

    1st: Comes with some rather sophisticated financial analysis tools.
    2nd: Requires a rather complex organization chart to manage effectively.
    3rd: Is constantly being presented with an ever increasing array of new ways to successfully study and grow each profit center… as well as the entire dealership organization.

    The DealersEdge® Workshop Series routinely includes presentations by recognized industry leaders on topics that address the Senior Manager's need for an update on new ways to analyze and grow the business in a changing business environment.

    This collection of essays, based on recent DealersEdge® Workshops, summaries for you in print the ideas and suggestions of these industry experts… putting them all together in one place so you can compare and choose which might work best for your dealership organization.

    Essays Included in this 200+ Page Collection:

    The Big Picture:

    1. How to Read and Analyze the Financial Statement
    2. A Strategic Vision for Dealerships in 2025
    3. Key Performance Indicators - Keys to Professional Management & Growth
    4. How to Run Your Store by the "REAL" Numbers
    5. Forecasting or Goal Setting? A look ahead!
    6. How to Maximize the Value of your Dealership or Group
    7. A Car Dealer's Six Step Guide to Strategic Planning

    Studies on Expense Control:

    1. How car dealers routinely get overcharged in 5 key Expense Categories
    2. Getting a Grip on Dealership Energy Expenses
    3. Dealership Expense Control and Evaluation
    4. A Car Dealer's Do-It-Yourself Guide for Cutting Common Expense Items
    5. How to Identify and Stop Internal Theft in the Dealership Environment
    6. Internal Controls…Key to Mitigating Theft Risks

    Drill-Down Analysis by Profit Center:

    1. Six Profit Leaks in your Used Car Operations and How to Fix Them
    2. What Dealership Leaders Need to Know about Fixed Operations
    3. How to Achieve and Maintain 100% Service Absorption
    4. How to Create a Successful Business Plan and Forecast for Service
    5. A New and Better Way to Evaluate Parts Department Performance Learn More
  8. YBHA DealersEdge 2013-14 Yearbook…What's Working for Your Automotive Peers

    YBHA DealersEdge 2013-14 Yearbook…What's Working for Your Automotive Peers

    $498.00

    527 Pages Available in Downloadable .PDF or Hard Copy Format

    Enter Coupon Code $YBHA$ at checkout and receive $200 off!!

    Featuring the Best Ideas Culled From over 50 Online Workshops Presented by Recognized Industry Experts…33 illustrated articles and over 500 pages of Critical Strategies, Ideas, Tips and Best Practices!

    Chapters:

    1. Senior Management Issues…96 pages
    2. Human Resources Management….84 pages
    3. IT Management Issues…..36 pages
    4. Sales & Marketing Issues….42 pages
    5. Digital Marketing…64 pages
    6. Business Development/Call Centers….44 pages
    7. Other Sales Management Issues….30 pages
    8. Fixed Ops Management….44 pages
    9. Focus on Parts Management….54 pages

    SUBSCRIPTION OPTION:
    You can upgrade your purchase to a single-person 1-year subscription, allowing you full NO-ADDED CHARGE access to all future Live Online Workshops (45+ per yr) and our online library of over 160 Recordings of past programs. For just $300 more than the price of this program, you get it all for a period of one year! That is a total of just $598 for your single-person subscription (Season Ticket) including this program. You are free to cancel at any time during the first six months and receive a refund of the additional $300 paid for this upgrade - for any reason!
    Learn More
  9. Best Practices: How the Smartest Dealers Thrive in a Down Market

    SD Best Practices: How the Smartest Dealers Thrive in a Down Market

    $298.00

    (Manual - Available in Downloadable .PDF or Hard Copy Format)

    The retail auto business has been in a prolonged slump for most new car dealers, but while some continue to struggle - others learn to thrive by adapting to new strategies and marketing goals.

    Cutting costs can be effective and is an important objective - but looking past what you can save - and on to what you can sell is the true measure of those who will win in 2007 and beyond.

    Our editors have written about many of these dealers and their "out-of-the-box" thinking over the past several years and we have organized their efforts in this important new guide. Learn More
  10. (Manual - Available in Downloadable .PDF or Hard Copy Format)

    CR Best Practices: Dealership Cost Control & Expense Reduction

    $298.00

    (Manual - Available in Downloadable .PDF or Hard Copy Format)

    Car dealers are survivors. New vehicle sales may be slow for many, but this just seems to bring out the best in you and your fellow dealers.

    The retail car business is complex, and that provides you with more than one way to make money. And you're good at it.

    And in times like these, you also become "expense hounds" looking to maximize the profitability of every profit center by carefully controlling your costs - especially your overhead costs!

    Over the past two years we have written much on expense controls and have brought all of these reports together in one manual for your easy reference. See the topical chapter headings.

    Looking for new ways to fatten the bottom line - this report has 91 of them - just waiting for you to adapt and implement in your store. Learn More

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