• Prepare the leadership team to engage and connect with employees on a personal level

• Identify the connection between personal and business goals and objectives

• Provide tools and methods that will help develop the organizational buy in by the employees

• Prepare the team to systematically develop strategies for sustainable change

B: All employee workshops: All dealership employees including the GM or the principal (2 days)

Course objectives: Learn how personal lives are closely weaved with that of work place and use the correlation to achieve personal and work related objectives and improve the quality of life:

• Identify the relationship between personal and organizational purpose

• Create synergies between all employees and the leadership team

• Identify and break down barriers based on personality conflict

• Identify limiting beliefs and references which hold individuals and organizations back

• Provide tools which allows all participants to take ownership of their business objectives

• Provide tools to eliminate organizational culture which prevents change and growth

• Psychology of influential conversations

• Proper questioning techniques

• Art of active listening

• Identifying common interests to build relationships

• Gaining trust

• The art of selflessness and giving

• Elevating human expectations

• Power of influence in selling

• Understanding the relationship between balance sheet and profit statements

• Learning the dangers of hidden numbers which distort profits

• Analyzing volatile asset and liability accounts to identify financial bottlenecks

• Methods of identifying theft or negligence without an expert help

• Learning how to free up frozen capital

• Reconcile profitability of any dealership just by the balance sheet analysis

• Identify unaccounted expenses or income

• Understand the measuring tools for service and parts department efficiencies

• Compare current statistics to that of high performance dealerships and identify opportunities

• Understand true shop capacity and learn to maximize service production

• Enhance service write up process and learn sales techniques to maximize each repair order

• Improve service customer retention through comprehensive marketing and loyalty tools

• Create effective service and parts compensation plans to boost performance

• Breakeven analysis for wholesale parts and its effects on departmental bottom line

• Effective menu pricing and pricing matrix for parts department

• Learn to manage departmental profitability in net profits and improve cost control

• Relationship between dealership objectives and forecast and productive pay plans

• The “Funnel Approach” principal

• Properly calculating staff count required

• Calculating a compensation budget based on objectives and market

• Distribution of compensation between 3 tier producers

• Calculating proper bonus structures that increases performance

• Eliminating unaccounted bonus spending and stay within budget

• Creating compensation plans based on individual performance and improvement

• Understand millennial employees’ expectations

• Avoid conventional automotive retail traits that get in the way

• Creating compensation plans to attract millennials to the automotive retail industry

• Benefiting from their character attributes that will enhance performance if encouraged

• Creating longevity and loyalty through monetary and emotional recognition

• Methods of proper interview and screening questionnaires

• Proper employment advertising and sources

• Understanding different customer behavior styles

• Customizing sales approach to each behavior style

• Learn to accommodate selflessly just to help

• Becoming a master of listening

• Proper questioning techniques

• Customizing the sales process

• Practicing to ask intelligent interview questions

• Structure proposal based on interview to win with the first offer

• There are no objectives, just needs

• Creating the sense of control by the client

• Learning to address concerns rather than avoid them

• Becoming a champion of making friends