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  1. MHI2 | Workshop Executive Summary | Best Practices for Hiring and Training Dealership BDC Representatives

    MHI2 | Workshop Executive Summary | Best Practices for Hiring and Training Dealership BDC Representatives

    $39.00

    PDF Download

    All about the important role of the BDR (Business Development Rep)…looking at job descriptions, pay plans, staff scheduling, mystery shopping and performance mentoring. Learn More
  2. CHH1 Ed Kovalchick: The Habits & Practices of the Exceptional Service Manager

    CHH1 Ed Kovalchick: The Habits & Practices of the Exceptional Service Manager

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: August 7, 2013
    Presenter: Ed Kovalchick. Speaker info - http://www.dealersedge.com/Kovalchick
    Program Length: 80 minutes

    Some Service Managers are Business Builders…Others treat business like it is something that just happens! Learn what makes some Service Mangers truly Exceptional!

    The days when service could get by just waiting for customers to appear on the service drive are quickly coming to an end. Vast improvements in vehicle quality coupled with the lengthening of mfg. service intervals means you expect fewer cars in your service drive.

    The best service managers are planning now to re-invent their businesses to adjust to the new reality in service. This workshop is focused on what makes these service managers stand out in the crowd.

    Ed Kovalchick has traveled the country (and beyond) and has met a lot of truly exceptional service managers…join us for this workshop and hear Ed's take on what makes the best, the truly exceptional!

    What Exceptional Service Managers do Every Day when it comes to:

    Employee Communication
    Internal Training and Coaching
    Managing People
    Marketing and Merchandising his/her department
    Relationships with other dealership departments
    Facility Management
    Building Positive Customer Relationships
    Setting and then Attaining Financial Objectives
    Knowing How and When to Celebrate!

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Fixed Operations Workshops in the next 12 months (15+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Fixed Operations Workshop as they become available… typically one or more per month. That is a total of just $297 for your Fixed Ops Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  3. CHH3 Brooke Samples: Benchmarks and Key Performance Indicators… A Deeper Look at this "Every Manager" Tool…

    CHH3 Brooke Samples: Benchmarks and Key Performance Indicators… A Deeper Look at this "Every Manager" Tool…

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: August 21, 2014
    Brooke Samples of Profit Blueprints speaker info - www.dealersedge.com/Samples
    Program Length: 60 minutes

    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

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Senior Management Workshops in the next 12 months (15+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Senior Management Workshop as they become available… typically one or more per month. That is a total of just $297 for your Senior Management Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  4. CHI1 Jeff Sacks: The Habits & Practices of the Exceptional General Manager

    CHI1 Jeff Sacks: The Habits & Practices of the Exceptional General Manager

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: September 4, 2014
    Jeff Sacks of Jeff Sacks Automotive - Speaker info - www.dealersedge.com/Sacks
    Program Length: 77 minutes

    What are the common traits that allow some Automotive General Managers to stand out among their peers? Those that do stand out…what makes them tick?

    Jeff Sacks, for many years, has conducted a well-known and respected training session, specifically focused on the role of the dealership General Manager. Through this and other professional experiences, he has interacted with thousands of dealership GMs.

    Jeff is taking all this insight and perspective and will visit with us to discuss just what makes General Managers…well…Exceptional…the best of the best. So join us for this workshop and learn either what you need to do to join the ranks of the Exceptional… or maybe what to look for in prospective GMs or GMs-in-training.

    You will learn:

    What the best GMs do every day to stay on top
    How to successfully get your team to embrace your vision
    How to transition your efforts from doing to delegating
    Meetings: How many and how often?
    The key metrics to manage and monitor by department
    How to create the ideal General Manager pay plan

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Senior Management Workshops in the next 12 months (15+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Senior Management Workshop as they become available… typically one or more per month. That is a total of just $297 for your Senior Management Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  5. CHJ3 Erin Kerrigan: Update on the Dealership Buy/Sell Marketplace… What is Driving Blue Sky Values?

    CHJ3 Erin Kerrigan: Update on the Dealership Buy/Sell Marketplace… What is Driving Blue Sky Values?

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: October 16. 2014
    Presenter: Erin Kerrigan, Founder and Managing Director of Kerrigan Advisors. Speaker info - www.DealersEdge.com/Kerrigan

    As vehicles sales are again reaching for record levels, more and more dealers are wondering if this is the time to sell… Or maybe the time to buy? It's time to find out!

    From the depths of the 2008 financial crisis to near record sales in 2014. Much has changed! If you are thinking of selling or buying, is this the right market climate for you?

    In this special presentation Erin Kerrigan will discuss the 2014 Buy/Sell market for auto dealerships, providing critical perspective and understanding of what is driving today's buy/sell market for dealerships.

    Erin is the founder and managing director of Kerrigan Advisors a national buy/sell advisory. Previously Erin headed Presideo Automotive and has represented many dealer clients in buy/sell transactions.

    You will learn:
    About the economic drivers of today’s high blue sky values
    Why some franchises are trading for larger premiums than others
    About the impact of geography, dealership profitability, facilities and franchise market suitability on blue sky values
    The profile of today's buyers - what is most important to them
    Erin's prediction of how long the "Seller's Market" will last

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Senior Management Workshops in the next 12 months (15+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Senior Management Workshop as they become available… typically one or more per month. That is a total of just $297 for your Senior Management Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  6. CHJ4 Sandi Jerome: The 5 Key Habits of Super Star Controllers & Office Managers

    CHJ4 Sandi Jerome: The 5 Key Habits of Super Star Controllers & Office Managers

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: October 23, 2014
    Presenter: Sandi Jerome. Speaker info - DealersEdge.com/Jerome
    Program Length: 60 minutes

    Get past being a "bean counter"… Control the top 3 Issues… Cash, Time and Profit… Plus 4 more "habits" of Super Star Controllers and Office Managers.

    One of the most important habits of Super Star Controllers & Office Managers is being proactive. The most effective at their responsibilities anticipate demanding situations and have a ready strategy and solution for each.

    Join technology guru Sandi Jerome as she profiles the Super Star Controllers and Office Managers she has met and worked with over decades.

    You will learn:

    How to use a Daily Cash Report to better manage Cash Flow
    How to get more out of your office staff by creating deadlines and objectives
    How to reconcile the Financial Statement's Net Profit to the "numbers" provided by sales and fixed operations
    How to balance your personal life and endure less work-related stress
    How to better interact with other managers and the dealer as you grow as a manager

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Senior Management Workshops in the next 12 months (15+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Senior Management Workshop as they become available… typically one or more per month. That is a total of just $297 for your Senior Management Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  7. CHJ2 Rob Campbell: 7 Essential Service Department Measurements

    CHJ2 Rob Campbell: 7 Essential Service Department Measurements

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: October 9, 2014
    Rob Campbell of The Mironov Group - Speaker info - www.dealersedge.com/Campbell
    Program Length: 70 minutes

    7 Service Management Fundamentals that, when implemented properly, yield impressive results and record-breaking profit performance.

    Join Rob Campbell for this in-depth discussion and review of these 7 fundamentals and how you can add an "artist's touch" to your management skills.

    You will learn:

    Structured techniques to improve your effective labor rate and gross profit
    How to improve your Quick Lane Service process to guarantee upstream profits
    How to determine what your shop REALLY sells and how to maximize these sales while maintaining high CSI
    Why most service marketing plans fail and how to create a winning campaign

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Fixed Operations Workshops in the next 12 months (15+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Fixed Operations Workshop as they become available… typically one or more per month. That is a total of just $297 for your Fixed Ops Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  8. CHI3 Steve Kwiatkowski: How to Create a Professional Image on the Service Drive… Improve Retention, CSI, Sales & Profits

    CHI3 Steve Kwiatkowski: How to Create a Professional Image on the Service Drive… Improve Retention, CSI, Sales & Profits

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: September 18, 2014
    Presenter: Steve Kwiatkowski of Liqqid Express - Speaker Info - www.dealersedge.com/Kwiatkowski
    Program Length: 80 minutes

    With service lane traffic projected to significantly shrink in the near future, re-thinking the Service Lane Process is a must.

    It's not just about selling more service and making more menu presentations… It is about getting the customer to like and trust you! Researchers have found that customers make two immediate judgments about individuals and businesses…at the very first contact. Are you "Warm"… and then are you "Competent." Failure to get a high enough grade on either and you will fail to win repeat business.

    For most dealerships to win in the battle for service business, they need to re-think just what is happening on their service drives. Many, if not most, dealerships are allowing their service advisors to drive customers and profits away… down the street and to your competitors. The good news is you can fix it!

    You will learn:

    What a professional service lane workflow (customer process) should look like
    How to identify gaps in your workflow…and what to do about it
    How to incrementally improve your process…and fatal errors to avoid
    How to educate service advisors and customers on the true value of proper maintenance…
    The single best improvement in customer retention that your advisors can make…and how to make it happen
    5 key elements that determine whether a customer will want to return to your service department …and recommend you to friends

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Fixed Operations Workshops in the next 12 months (15+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Fixed Operations Workshop as they become available… typically one or more per month. That is a total of just $297 for your Fixed Ops Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  9. CHI2 Kevin Kiernan: Best Practice Hiring & Training for the Automotive BDC

    CHI2 Kevin Kiernan: Best Practice Hiring & Training for the Automotive BDC

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: September 11, 2014
    Presenter: Kevin Kiernan - Proactive Dealer Solutions. Speaker info www.dealersedge.com/Kiernan
    Program Length: 80 Minutes

    All about the important role of the BDR (Business Development Rep)…looking at job descriptions, pay plans, staff scheduling, mystery shopping and performance mentoring.

    In this workshop we will take a view into the hiring and training of Automotive Call Center Reps and their impact on dealership profitability.

    Join DealersEdge and Kevin Kiernan of Proactive Dealer Solutions to discuss what is inevitably the most crucial department of a dealership now and in the future – the BDC Department.

    You will learn:

    What to look for in a BDR… Business Development Representative.
    How to create effective job descriptions and what to say in a job posting.
    How to create a balanced pay plan that works for the dealership and the employee.
    How to make the goals reasonable and achievable to maintain morale.
    How to monitor inbound and outbound sales and service calls
    How to make training recommendations through the use of Mystery Shopping.
    How to evaluate & elevate an underperforming rep.
    How to measure "Activity Levels"…maintaining the right ratio of inbound to outbound contacts.

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Sales Management Workshops in the next 12 months (10+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Sales Management Workshop as they become available… typically one or more per month. That is a total of just $297 for your Sales Management Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More
  10. CHI4 Steve Nickelsen: Habits and Practices of the Exceptional Used Vehicle Manager

    CHI4 Steve Nickelsen: Habits and Practices of the Exceptional Used Vehicle Manager

    $97.00

    (CD Audio Recording of Online Workshop)
    Original Air Date: September 25, 2014
    Steve Nickelsen - Speaker info - www.dealersedge.com/Nickelsen
    Program Length: 72 Minutes

    Used Vehicle Success is often the result of the efforts of an exceptional manager who has properly defined the tasks and designed the process to make it all work!

    Managing a used vehicle sales department is not a job for sissies! It requires the obvious skills that aid in the selling process, but also requires a laundry list of other skills… skills that can define the difference between success and failure. And the best Used Car Managers do it all with apparent ease.

    Join Steve Nickelsen as he examines just what makes the best used vehicle managers stand out from the crowd.

    You will learn how the Exceptional U.C. Manager…

    Develops the confidence to make decisions and take action
    Embraces today's technologies and opportunities to grow
    Masters the art of prioritizing tasks and not getting buried in low-importance "time sinks"
    Uses their natural People Skills to inspire Sales Staff
    Uses same People Skills to manage customer interactions an expectations
    Finds and Employs the best Marketing Techniques - Traditional and Online
    Masters the art of finding and pricing the best inventory mix for their customers
    Uses 4 Key Steps to Increase Used Car Volume

    SUBSCRIPTION OPTION:
    Upgrade your Workshop purchase to include a 1-year subscription to include a mailed CD Soundtrack all Sales Management Workshops in the next 12 months (10+ Workshop CDs). For just $200 more than what you pay for this single Workshop… you will receive a copy of each new Sales Management Workshop as they become available… typically one or more per month. That is a total of just $297 for your Sales Management Soundtrack CD Subscription. Total retail value of all Soundtracks to be mailed is over $1500. And you are free to cancel at any time during the first 6 months and receive a refund of the additional $200 paid for this order upgrade… Cancel for any reason! Learn More

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