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  1. Updated 2017-  Job Descriptions for Dealership Staff

    Updated 2017- Job Descriptions for Dealership Staff

    $298.00

    Product Description:

    A powerful dealership management tool to help you:

    Align management and employee priorities
    Align management and employee expectations
    Boost employee satisfaction and reduce turnover
    Eliminate hours wasted on low-value tasks
    Head off costly legal issues
    Hire winners and get them up to speed quickly
    Avoid overstaffing and task duplications

    This comprehensive dealership management resource contains actual job descriptions (More than 100) from dealerships throughout North America. You’ll find valuable job description samples to help you get the most benefit from 30+ critical positions in your dealership organization. Learn More
  2. For Senior Dealership Managers -  Unlocking Your Full Potential in 2017

    For Senior Dealership Managers - Unlocking Your Full Potential in 2017

    $299.00

    Available in PDF and Hard Copy Format

    The 2017 Edition Yearbook for Senior Dealership Management Professionals.
    Essays from Workshops Presented Industry Experts Focusing on What is Working for Your Peers from All dealership management positions - Enterprise-Wide Senior Managers, Fixed Operations Managers and Variable Operations Managers.
    Benefits:

    1. Zero in on What Your Peers in other dealership management positions are employing for increased efficiencies and bottom line profit growth.
    2. Sharpen and Hone Your Basic, yet critical, Auto Dealership Enterprise Management Skills
    3. 300+ Pages of Essays Drawn from the Content of Recent DealersEdge Workshops as presented by Auto Industry Experts!

    Essays Included in this 300+ Page Collection:

    CHAPTER 1 - UNLOCKING DEALERSHIP ENTERPRISE POTENTIAL IN 2017

    How to Protect the Value of the Business/Enterprise
    Highlights from Kerrigan's Blue Sky Report
    Strap a Rocket to Your Used Car Department
    Government Agencies Targeting Auto Dealers
    How to Fire Someone Fearlessly… Humanely
    How and Why to Hire Millenials
    New Hiring Technologies & How to Use Them

    CHAPTER 2 - FINANCIAL MONITORING & MANAGEMENT BEST PRACTICES

    Getting More and More Actionable Data From Your DMS
    Turning Balance Sheet Assets Into Hard Cash
    A Fresh Look at Forecasting & Budgeting Basics
    Expense Control - Getting Back to Basics
    New Tax Rules… How & Why of Captive Insurance Company Creation
    Back Office Consolidation for Auto Groups

    CHAPTER 3- LATEST IN DEALERSHIP DATA MANAGEMENT

    How to Protect Against Sudden DMS Price Increases
    How to Choose a CRM - DMS or Other 3rd Party?
    New Technology Useful to Auto Dealerships
    How & Why of Dealership Cyber-Security

    CHAPTER 4- UNLOCKING FIXED OPS POTENTIAL IN 2017

    How to Strap a Rocket to Your Service Department
    Business & Financial for Service Managers
    The Service Pricing Challenge - Getting the Right Price
    Service Pricing vs. Value Debate
    7 Essential Service Management Key Indicators
    Re-Engineering the Parts Pricing Matrix
    How to Avoid Parts Physical Inventory Nightmares
    Advanced Body Shop Management

    CHAPTER 5- UNLOCKING VARIABLE OPERATIONS POTENTIAL IN 2017

    New Look at Prospecting - How to Bag 1/3 of Future Sales
    Employing Video Presentations in the Sale Process
    How to Use Tablets in Your Selling System
    The How To of Video Walk-Around Demos
    Pay-Per-Click - How to Manage a Successful PPC Campaign
    Magic of Geo-Fencing… Marketing to Customer Smart Phones
    Online Tactics to Maximize CPO Sales
    Recruiting and Keeping the Very Best BDC Reps Learn More
  3. Jeff Sacks' Dealership Pay Plans That Work

    Jeff Sacks' Dealership Pay Plans That Work

    Regular Price: $495.00

    Special Discount Price: $395.00

    PAY PLANS THAT INFLUENCE BEHAVIOR AND GUIDE RESULTS

    Put the right pay formula or plan in place to improve your business model and results.
    Consider employing pay plans that :
    -- Reduce inter-department conflict
    -- Elevate personnel productivity
    -- Improve customer retention

    Consider changing vertically designed pay plans into more functional horizontal pay plans!

    This 100+ Page Guide contains hundreds of Sample Pay Plans, indexed by dealership department and profit center.

    Pay Plan Samples and Jeff Sacks' commentary Indexed for:

    -- Variable/Sales Department Managers
    -- Fixed Operations Department Managers
    -- Sales Consultants
    -- Service Advisors and Technicians
    -- Non-Management Parts Personnel
    -- Accounting Staff
    -- … and more!

    ----------

    About Jeff Sacks:
    Jeff Sacks is considered one of the premier experts in dealership operations with a 30+ year career that warrants the high regard he’s held in.

    Jeff immigrated to the United States in 1977 and immersed himself in the world of car dealership operations. He gained a degree in accounting and one in business finance, and together with his ‘in the seat’ practical experience, he carved out an enviably unique insight into dealership operations that has helped many clients across the global automotive industry.

    After gaining first-hand experience in a variety of dealerships, Jeff established Jeff Sacks & Associates, a consulting company dealing with the specific needs of his automotive clients. Years later, he created and facilitated the General Manager’s Bootcamp. In 2009, Jeff returned to his roots as operating President with Jeff Sacks & Associates (Jeff Sacks Auto) in order to provide customized programs to his clients, including the highly respected General Manager Workshop.

    Jeff’s passion and vision in the industry has made him a sought-after speaker, helping to improve dealership functionality relating to process improvement strategies, asset and expense controls, computer utilization, management information systems and more. Learn More
  4. BKTJ Dealership Money-Manager's Playbook - World Class Best Practices

    BKTJ Dealership Money-Manager's Playbook - World Class Best Practices

    $298.00

    Published on Oct 1, 2016

    Learn what the best Dealership Financial Managers are doing to....

    -Nurture and Protect the Dealership's Assets
    -Maximize Profit and ROI
    -Take Advantage of New Savings and Money-Making Opportunities
    -Protect the Value of the Automotive Enterprise

    This Guide contains Executive Summaries of 24 Senior Dealership Management Topics... all drawn from DealersEdge Workshops featuring a team of Industry Experts... each a specialist in their field.

    Here's What's Included:

    Financial Controls & Analysis

    -Accounting Office Consolidation for Multi-Location Dealer Groups
    -How to Manage the Balance Sheet & Turn Paper Profits Into Hard Cash
    -How to Maintain Your Focus on Expense Controls... Even in the Good Times
    -How, Why & When to Create Your Own Captive Insurance Company
    -Which Government Agencies are Targeting Auto Dealers...How to Reduce Exposure

    Financial Controls & Analysis- Focus on Fixed Ops

    -The Service Pricing Challenge: How to Leverage your Competitiveness
    -5 Keys to Avoiding the Perils of Factory or Extended Warranty Audits
    -Re-thinking the Parts Pricing Matrix to Maximize Profits
    -Aging Parts... Valued Assets or Worthless Artifacts?
    -How to Avoid Physical Parts Inventory Nightmares... Getting Acct'g & Parts on Same Page

    Managing Dealership Information Systems & Costs

    -Dealership Technology Requirements for Increased Productivity in 2016-17
    -CyberSecurity... Evaluating Your Risks & Protecting the Dealership
    -Independent CRMs vs the DMS CRMs? How to Make an Informed Choice...
    -Gillrie Reports: How to Guard Against Sudden DMS Price Increases & Policy Changes

    Building & Protecting the Value of the Business

    -How Your Dealership Business Plan May be Eroding Future Enterprise Value
    -Dealership Valuation... "Blue Sky" is NOT What it Used to Be
    -Big Themes from the Kerrigan "Blue Sky Report"

    Nurturing Your Most Important Asset - Your Team

    -Guiding Your Team to Success... The Management Magic of One-on-One Coaching
    -Tips on How and Why to Hire Millennials (GenY) for Your Dealership
    -Predicting Success With a Better Hiring Process
    -Employment Law for Car Dealers... 4 Things you Need to Know
    -Fearless Firing... Effective, Confident & Humane...and Staying Out of Trouble

    ----------

    Our Team of Experts

    All the Essays in this Guide are Executive Summaries reporting on the expert content provided by these well-known auto industry experts:

    -Jodi Kippe, CPA and Kara Perkins CPA from Crowe Horwath
    -Brooke Samples from Profit Blueprints
    -Kevin Gilbreath, CPA and Senior Tax Manager at Crowe Horwath
    -Jim Radogna, Founder of Dealer Compliance Consultants
    -Les Silver, of the KEEPS Corporation
    -Erik Nachbahr, of Helion Technologies
    -Joe Riccie, CPA and Seth Danberry of WithumSmith & Brown
    -Paul Gillrie, of The Gillrie Institute
    -Rob Campbell, of WithumSmith & Brown
    -Ryan Kerrigan, of Kerrigan Advisors
    -Stuart McCallum CPA and Steve Schumacher CPA from Crowe Horwath
    -Stefan Drechsel, of The Gillrie Institute
    -Chuck Hartle', of PartsEdge
    -Steve Nickelsen, of Nickelsen/DealersEdge and Nickelsen Partners
    -Kevin Baumgart, of Hireology
    -Charles Feuss, J.D., of Kilpatrick Townsend & Stockton LLP
    -Mike Nicholes, of Nicholes Capital Management

    All represented in this Guide!

    SUBSCRIPTION OPTION:
    You can upgrade your purchase to a 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 $299 more than the price of this program, you get it all for a period of one year! That is a total of just $597 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 $299 paid for this upgrade - for any reason! Learn More
  5. 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
  6. 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
  7. (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
  8. 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
  9. DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game

    BMPN DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game

    $298.00

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

    DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game

    Love 'em or hate 'em, numbers are a critical piece to the Parts management puzzle.
     
    Simply put, numbers are your detailed score card of what you're doing right and what you're doing wrong. Master the numbers game and your Parts department will consistently deliver solid profits. Misunderstand or ignore the numbers and your department, and your job, are in serious jeopardy.
    No matter where you are on the "numbers learning curve," you'll want to take a look at this just released guide — DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game. 

    Discover practical ideas to help you:
    • Fine tune your DMS to produce more accurate reports
    • Spot profit opportunities in your financial statements
    • Improve off-the-shelf fill rates and level of service
    • Increase inventory turns and minimize obsolescense
    • Maximize ROI on the dealer's investment in inventory
    • Show your entire Parts team how their efforts affect the dealership's bottom line
    Find out how the magic of numbers management can help you squeeze thousands of additional profit dollars from your parts inventory. Discover:
    • How carefully reviewing financial statements helped one Parts Manager cut costs and increase gross profits by $50,000 a year
    • Proven strategies to improve forecasting on slow moving parts and reduce that idle capital
    • A systematic approach to uncovering and eliminating the root cause of parts obsolescence
    • Where to look when your physical inventory doesn't match what's on the books
    • Two commonly overlooked reports every Parts Manager should use as part of their inventory management routine
    • How properly using receipt codes can help you accuratelymeasure your purchasing performance
    • Techniques for winning the debate over how to handle parts costs on vehicle reconditioning
    • Mike Nicholes' ten question inventory management quiz
    • An exercise guaranteed to help you recapture lost sales postings
    • The 12 most important aspects to parts department management from Lloyd Schiller
    If you're not already convinced, consider this... If the guide helps you better understand even one or two key concepts of Parts management by the numbers then your investment will be returned many times over. Learn More
  10. Professional Inventory Management

    BMMN Professional Inventory Management

    $298.00

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

    This latest publication by Mike Nicholes of Mike Nicholes Capital Management, Inc., contains the latest and most up-to-date guidelines and methodologies for helping the parts department fulfill its #1 mandate: Satisfying technician demand in the service department.

    The Mike Nicholes name and Professional Inventory Management have been synonymous for over 30 years. This manual, is the "must have" guide for any auto dealership parts manager serious about maintaining and improving their inventory management skills.
    Used in Mike's seminars, this manual (and its preceding edition) is valued by parts managers representing every manufacturer. And for anyone who has attended Mike's live seminar sessions, you know that this book is a valued resource, an important instructional, as well as a useful reference guide.

    Special Section on ASR - Automatic Stock Replenishment (GM dealerships read RIM) - and its impact on dealership parts managers and effective inventory controls. This is a "must read" for everyone currently experiencing this quickly evolving change in philosophy. It is important as well for every other parts manager as more and more OEMs are considering similar systems. These new replenishment systems represent the future of inventory management and the sooner you understand and master them the better.

    Auto Dealership Part Management - A Detailed Numbers Game
    That just could be an obvious overstatement - analysis of the stats and reports generated through your DMS and other sources - that is how truly professional parts managers put themselves head and shoulders above their peers. In this manual, Mike Nicholes will demonstrate the strategies, measurements and analysis that can help any parts manager - rookie or seasoned pro. Master the inventory and produce higher bottom line profits. He will demonstrate how simple-to-apply principles of inventory management and analysis of your stats can help you identify and solve hidden inventory problems!

    Simply an "essential tool" for all dealership parts managers! Mike is a genius of parts inventory management. He likes to say that it is not rocket science, but it does take knowledge and understanding - the knowledge and understanding that he communicates very clearly in this manual. Learn More

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