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DEALERSEDGE Welcome to DealersEdge
Advanced Management Education for Top-Tier Auto Dealership Managers
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  1. Brooke Samples: Benchmarks and Key Performance Indicators… A Deeper Look at this "Every Manager" Tool…

    Brooke Samples: Benchmarks and Key Performance Indicators… A Deeper Look at this "Every Manager" Tool…

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Original Air Date: August 21, 2014
    Brooke Samples of Profit Blueprints speaker info - www.dealersedge.com/Samples
    Program Length: 60 minutes
    SKU DHH3

    Tool For Every Manager Reading the Financial Statement…Both basic and more advanced methods for using benchmarking for critical profit management.

    For decades, auto retailers have used measurements called “benchmarks” or “Key Performance Indicators”… trying to chart successes and pinpoint deficiencies. Nothing provokes more discussion among dealership managers than questions about what the benchmarks should be and how they should be interpreted.

    Benchmarking has become a much more sophisticated exercise in both the calculation and application to your dealership…as well as to your specific dealership department. Join DealersEdge and Brooke Samples of Profit Blueprints for a review of not only the basics but a more advanced method for using benchmarking as a critical profit management tool.

    You will learn:

    How to measure, chart and compare departmental productivity and profitability
    Which ratios and measurements should get most of your attention
    How to create a performance chart that will tell you at a glance how you are doing
    About "past-year", "competitor" and "industry standard" benchmarks
    How some less-used benchmarks are still important to your goals
    How to dig deeper when benchmark results indicate a weakness
    Learn More
  2. Brooke Samples: Expense Control…When Sales are Soaring… Many Lose Focus on Controlling the Controllable

    Brooke Samples: Expense Control…When Sales are Soaring… Many Lose Focus on Controlling the Controllable

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Original Air Date: February 18, 2016
    Featuring: Brooke Samples of Profit Blueprints LLC
    Program Length: 60 Minutes
    SKU DKB3

    When Sales and Profits are plentiful, it's easy to get your attention diverted from the basics of expense control and its ultimate impact on profits.
    When Sales plateau and profits start to recede, it's time to re-focus!
    Brooke's company, Profit Blueprints, has the advantage of reviewing a ton of dealership financial reports and records every month. Their goal is to identify actionable items that can have a significant impact on the bottom line.

    You will:
    •Explore how Spreadsheets can be employed to "Track & Trim" the waste
    •Create Sub-Accounts to Isolate the REAL offenders
    •Consider technology upgrades that produce great ROI
    •Take the Drudgery out of your "Bill Paying Party"
    •Learn how to use Simple Lists to Eliminate Waste!

    Learn More
  3. Stuart McCallum & Steve Schumacher: How Your Dealership Business Plan May be Eroding the Value of Your Automotive Enterprise

    Stuart McCallum & Steve Schumacher: How Your Dealership Business Plan May be Eroding the Value of Your Automotive Enterprise

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Original Air Date: January 14, 2016

    Featuring: Stuart McCallum & Steve Schumacher, ASA, CPA from Crowe Horwath LLP

    Program Length: 60 Minutes
    SKU DKA2

    This is NOT just a Buy/Sell issue… Having a Business Plan that makes your automotive enterprise worth more and more, year after year, is important even if you never plan to sell!

    This workshop is not about Blue Sky, what franchises produce the highest multiples, etc. That was all addressed in a previous session by these two respected valuation experts.

    In this workshop Stuart and Steve will address mistakes that many dealers make along the way… mistakes that ultimately erode rather than increase value. Some of their observations will surprise you.

    Workshop Take-Aways:

    •How your business plan and specific practices can erode business value

    •How centralized cost-sharing can and sometimes does destroy value

    •How compensation control of key people is an important valuation consideration

    •How real estate size and condition also play a role

    •How to analyze your business plan and processes for their role in valuing your enterprise.

    •Prepare to be shocked by these unintended consequences.

    Learn More
  4. Kevin Gilbreath: How, Why & When to Create Your Own Captive Insurance Company

    Kevin Gilbreath: How, Why & When to Create Your Own Captive Insurance Company

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Air Date: Thursday March 3, 2016
    Featuring: Kevin Gilbreath, CPA, CFP Senior Tax Mgr at Crowe Horwath LLP
    Program Length: 60 Minutes
    SKU DKC1

    What are the Expanded Benefits provided by recent changes in the law?...&… Is a Captive Insurance Company right for you? (Will apply to U.S. Law Regulation only.)

    Captive Insurance Companies have been a tax and cash flow strategy for many dealer groups in the past. But changes in the law via what is referred to as "Tax Extenders Legislation" are now opening up these advantages for a larger segment of the dealership group community.

    What you need to know about Captive Insurance Companies from Kevin Galbreath, CPA, CFP® and Senior Tax Manager at Crowe Horwath LLP.

    Worship Take-Aways:

    Discover the tax, cash flow and loss control benefits of Captive Insurance
    Understand the profile of dealership groups best positioned to take advantage
    Uncover the New Lower Cost Funding options for your Captive Ins Co.
    Demystify the "Tax Extender Legislation" and learn how it provides new opportunities for many dealer groups. Learn More
  5. Charles Feuss J.D.: What's New in Pre-Employment Screening…Background Checks and Interviewing Just Got Tougher

    Charles Feuss J.D.: What's New in Pre-Employment Screening…Background Checks and Interviewing Just Got Tougher

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Original Air Date: March 27, 2014
    Presenter: Charles Feuss J.D.
    Program Length: 98 minutes
    SKU DHC4

    Rules are being tightened. What is permissible and what is not when checking out perspective employees? Know where to not go to stay out of trouble.

    The Internet opens up all sorts of ways to learn about prospective hires. But these new screening tools also carry significant legal risks that every dealership manager needs to be aware of.

    Employment law specialist Charles Feuss will examine what you can, and cannot ask…what you can, and cannot investigate…when checking out those applying for a position.

    You Will Learn:

    ## When social media research can be problematic
    ## How the Fair Credit Reporting Act impacts the hiring process
    ## Questions to ask…as well as those to avoid
    ## How far you can go in considering criminal records
    ## About how to use (or not use) workers comp, bankruptcies and military service
    ## What government agencies are engaged in enforcing these new rules Learn More
  6. Jeff Sacks: Effective Pay Plan Formulas that Achieve Results

    Jeff Sacks: Effective Pay Plan Formulas that Achieve Results

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Original Air Date: December 11, 2014
    Presenter: Jeff Sacks Speaker info - www.dealersedge.com/Sacks
    Program Length: 80 Minutes
    SKU DHL2

    Jeff digs deeply into pay plan design, focusing on not only the transaction side of the business but on customer retention goals as well!

    He also addresses the critical need for dealerships to overcome inter department rivalry, and vertical thinking mentality, by designing pay plans that link personnel from various departments together as a cohesive unit… making them partners in the common goal of keeping your customers coming back.

    You will learn:

    The four essential elements of an effective pay plan
    The mechanics of how to structure the right pay plan
    The need for linked pay plan elements… encouraging inter department teamwork
    To Recalibrate your GMs pay plan and improve dealership profitability

    Specific examples of pay plans that help drive long term financial success of all dealerships, no matter their franchise or size. Focusing on:

    Converting sales customers into service customers
    First time show rate in the service department
    Repeat customers – sales and service
    Asset management pay plan elements
    Learn More
  7. Sandi Jerome: How to Reconcile & Explain Differences Between the Sales/CRM Gross and the Accounting Gross

    Sandi Jerome: How to Reconcile & Explain Differences Between the Sales/CRM Gross and the Accounting Gross

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Original Air Date: February 26, 2015
    Presenter Sandi Jerome: Speaker Info - www.dealersedge.com/Jerome
    Program Length: 60 Minutes
    SKU DJB4

    How to Reconcile the Differences and educate each other to reduce misunderstanding, mistrust and sometimes all-out inter-departmental warfare.

    Accounting is guided by the financial statement. Sales is more interested in CRM data and their own commission tally sheets. The difference between the two often leads to misunderstanding, mistrust and sometimes arguments.

    The scene gets played out every month in some dealerships. Sales Managers frustrated and angry, feeling that Accounting is cheating them out of their hard-earned commissions. Controllers and Accounting Staff indignant that their Financial Statement summaries are not trusted and accepted.

    Visit with Sandi Jerome as she identifies why these misunderstanding persist and what you can do to educate all parties about the very real concerns of each other.

    You will learn:
    True differences between the Accounting Gross and the Sales/CRM Gross
    Ways to prevent/overcome these differences in reporting
    Top 5 Ways you "Lose" gross
    All about "Adjusted Selling Gross"
    Understanding Variable Expenses
    How to use the data to improve Net Profit - how to control Variable Expenses
    How to get Sales and Accounting on the same page! Learn More
  8. Best Practices for Using Online Auctions in Your Dealership

    Best Practices for Using Online Auctions in Your Dealership

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Presenter: Ed Berkowitz V.P. of OPENLANE
    Original Air Date: July 8, 2010
    Program Length: 1 hour 37 minutes
    SKU DDG2

    Learn the best practices of those dealers already benefitting from online auctions in their dealerships! Keeping your pre-owned departments filled with hot-selling used vehicles is becoming more and more of a challenge. And while some dealers have embraced the online auction, still others are holding back, perhaps overwhelmed by the process. There are some secrets to making this work for you and Ed Berkowitz, V.P. with OPENLANE will share what he has learned by observing and working with some of the sharpest online auction operators. As Ed contends, you can operate more profitably and quickly by learning to “click” the tires, instead of “kicking” the tires. Join us and learn how others are getting it done! Learn More
  9. Steve Nickelsen: How to Plan & Conduct a Strategic Planning Process A Six-Step Process that Insures Results

    Steve Nickelsen: How to Plan & Conduct a Strategic Planning Process A Six-Step Process that Insures Results

    $98.00

    Online Workshop Recording

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio CDs!

    Visit https://VIP.DealersEdge.com/ for more information.

    Workshop Info:
    Original Air Date: February 6, 2014
    Presenter: Steve Nickelsen
    Program Length: 70 minutes
    SKU DHB1

    Stop "fighting fires" and start focusing on growing your business…Create solid growth goals and the actionable plan to make it happen!

    You can hope that 2014 will produce the growth that you seek…but by now everyone should know that hope is not strategy!

    Many, if not most, dealership managers spend most of their time reacting to the "urgent" and the "unexpected" instead of allocating time and energy to the addressing of "business-building" tasks.

    Strategic Planning (not just budgeting and forecasting) makes us more effective by forcing us to look ahead…creating a specific set of actions…assigned to specific managers…with a much higher opportunity for success.

    You Will Learn:

    ## How effective Strategic Planning can help you achieve your goals
    ## About the "Law of the Lid" and how to overcome this predominant mindset
    ## A 6-Step Process for getting your Mgt Team excited about Strategic Planning
    ## How to formulate the Strategic Planning Agenda
    ## How and When to measure results and recognize success Learn More
  10. Gary Edwards: Advanced Body Shop Management - Focusing on Marketing and Profits

    Gary Edwards: Advanced Body Shop Management - Focusing on Marketing and Profits

    $98.00

    Did you know DealersEdge VIP Season Ticket Subscribers Have Access to this Recorded Workshop AND the Entire DealersEdge Catalog? This Includes Hundreds of Workshop Recordings, PDF White Paper Executive Reports, Books, Podcasts and Audio Let's not forget the 40+ Live workshops each year!

    https://VIP.DealersEdge.com/
    for more information.

    Workshop Info:
    Original Air Date: February 11, 2016
    Featuring: Gary Edwards, President of Edwards & Assoc Consulting
    Program Length: 60 Minutes
    SKU: DKB2

    Modern Process is important… but to complete the picture of a healthy dealership body shop, the manager must know where profits come from and how to get more.

    In Gary's first workshop with DealersEdge, he focused on process, industry guides, how to organize the work flow and yes, how to focus on profits.

    In this advanced workshop Gary will drill down on just how to determine where the business comes from so that you can earn a larger share… all the while still keeping an eye on modern management process and the ultimate goal…improving profits.

    Gary will focus on:
    •A full understanding of where Body Shop Profits come from
    •Profit Guides & How to You Compare
    •How to Market & Sell More Body Shop services
    •Keeping an eye on Production Scheduling & Work Flow Control



    Learn More

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