Variable Operations Two-day Course
Learn how to analyze a dealership’s new- and used-vehicle departments through the financial statement and the dealership’s DMS reports. Information covered includes the importance of inventory turn, floorplan expense and gross retention; the impact of aged inventory on departmental profitability; and control of commission and advertising expenses. Also emphasized: the relationship between new- and used-vehicle operations.
FOUNDATIONS OF VARIABLE OPERATIONS
Recommended Prerequisite
Through a Dealer’s Eyes on What’s Important on the Financial Statement
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Learning Objectives
- Analyze dealer vehicle inventory using key performance indicators (KPIs) calculated from financial data (new and pre-owned).
- Apply profit-centering concepts to the new and pre-owned departments.
- Align vision with action.
- Explain the advantages and challenges leasing presents to the manufacturer, dealer, and consumer.
ADVANCED VARIABLE OPERATIONS
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Learning Objectives
- Identify and apply KPIs in evaluating effective inventory management (new and POV).
- Identify factors impacting dealership profitability.
- Identify the impact that F&I has on dealership revenue.
- Create a meeting agenda incorporating best practices for effective meetings.
- Design a sales process focusing on creating customers for life.
- Create a sales team structure to support a dealer’s vision.
- Evaluate sales staff performance using key showroom activity metrics.
Contacts
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Becky Aukofer Hawryluk
Account Executive
Business Development
(office)
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