Aftermarket Management Fall 2022

The Aftermarket Management Program provides the leadership and management fundamentals to allow your mid-level and departmental managers to drive this critical part of your business.  It is also beneficial for administrative, financial, aftermarket sales and branch managers to better understand these fundamentals to better support these department managers. Graduates of this program overwhelmingly comment on the content and valuable information they learned to allow them to do a better job. The course is a curriculum-based learning path delivered through three, 2-day modules, led by industry aftermarket experts.

Fundamentals of Service Management

Many agricultural dealership service managers were promoted into the position due to their technical experience. Managing a modern service department requires leadership, a clear understanding of financial metrics, budgeting, sales, marketing, and customer interaction skills.  This module focuses on the fundamentals to drive financial performance and customer satisfaction.

Key takeaways:

  • Service department financial management
    • Understanding basic service department financial reporting
    • Understanding of service department Key Performance Indicators (KPIs) and metrics
    • Understanding of what metrics to watch and what benchmarks to target
    • Learn what levers to pull to drive performance. (service sales, margins, expense control, WIP, productivity, etc.)
  • Staff development and leadership
    • Implementing proper work order documentation process to increase technician billing efficiency and reduce write-offs
    • Providing better customer experience and value
  • Moving from reactive to proactive
    • Understanding and creating value-added services to drive customer loyalty
    • Improve scheduling and workflow through the shop

Fundamentals of Parts Management

The parts department is often the front line for customer support.  Managing a parts department is demanding from a customer satisfaction standpoint but is a juggling act when it comes to inventory control and department financial performance. This module not only improves parts management skills, but it also broadens the scope to improve the customer experience through total dealership product support.

Key takeaways:

  • Parts Department financial management
    • Understanding basic parts department financial reporting
    • Understanding of parts department Key Performance Indicators (KPIs) and metrics
    • Understanding of what metrics to watch and what benchmarks to target
    • Learn what levers to pull to drive performance (Parts sales, margins, expense controls, turnover, obsolescence, fill rates and profitability
  • Staff Development and leadership
    • Moving your parts department front line from “order takers” to “solutions providers”
    • Improving customer satisfaction and experience
  • Moving from reactive to proactive
    • 5 ways to increase parts sales
    • Proactive parts sales and value-added parts marketing concepts
  • Interdepartmental cooperation
    • Breaking down the “silos”
    • Improve overall customer experience and financial performance through a total dealership approach

Course Start Date: December 6th-7th, 2022

U.S pricing $2,795 Per Student

U.S. REGISTRATION


Canada pricing $3,600 Per Student

CANADA REGISTRATION

REGISTRATION POLICY & FEES

Advance registration is requested
A registration fee is required for EACH PERSON who attends. REGISTRATION POLICY: If you find you cannot attend the training after sending your paid registration, notify us by November 22, 2022, and your fees will be refunded in full. Then, a $250 cancellation fee will apply until November 29, 2022. After that, no refunds will be issued for cancellation. You may substitute without penalty. To substitute or cancel, please submit your request in writing to WEDA, email jwilliams@westerneda.com or call Jan at 616-315-4475.

SKU: US-Aftermarket-Course Category:

Description

The Aftermarket Management Program provides the leadership and management fundamentals to allow your mid-level and departmental managers to drive this critical part of your business.  It is also beneficial for administrative, financial, aftermarket sales and branch managers to better understand these fundamentals to better support these department managers. Graduates of this program overwhelmingly comment on the content and valuable information they learned to allow them to do a better job. The course is a curriculum-based learning path delivered through three, 2-day modules, led by industry aftermarket experts.

Fundamentals of Service Management

Many agricultural dealership service managers were promoted into the position due to their technical experience. Managing a modern service department requires leadership, a clear understanding of financial metrics, budgeting, sales, marketing, and customer interaction skills.  This module focuses on the fundamentals to drive financial performance and customer satisfaction.

Key takeaways:

  • Service department financial management
    • Understanding basic service department financial reporting
    • Understanding of service department Key Performance Indicators (KPIs) and metrics
    • Understanding of what metrics to watch and what benchmarks to target
    • Learn what levers to pull to drive performance. (service sales, margins, expense control, WIP, productivity, etc.)
  • Staff development and leadership
    • Implementing proper work order documentation process to increase technician billing efficiency and reduce write-offs
    • Providing better customer experience and value
  • Moving from reactive to proactive
    • Understanding and creating value-added services to drive customer loyalty
    • Improve scheduling and workflow through the shop

Fundamentals of Parts Management

The parts department is often the front line for customer support.  Managing a parts department is demanding from a customer satisfaction standpoint but is a juggling act when it comes to inventory control and department financial performance. This module not only improves parts management skills, but it also broadens the scope to improve the customer experience through total dealership product support.

Key takeaways:

  • Parts Department financial management
    • Understanding basic parts department financial reporting
    • Understanding of parts department Key Performance Indicators (KPIs) and metrics
    • Understanding of what metrics to watch and what benchmarks to target
    • Learn what levers to pull to drive performance (Parts sales, margins, expense controls, turnover, obsolescence, fill rates and profitability
  • Staff Development and leadership
    • Moving your parts department front line from “order takers” to “solutions providers”
    • Improving customer satisfaction and experience
  • Moving from reactive to proactive
    • 5 ways to increase parts sales
    • Proactive parts sales and value-added parts marketing concepts
  • Interdepartmental cooperation
    • Breaking down the “silos”
    • Improve overall customer experience and financial performance through a total dealership approach

Course Start Date: December 6th-7th, 2022

U.S pricing $2,795 Per Student

U.S. REGISTRATION


Canada pricing $3,600 Per Student

CANADA REGISTRATION

REGISTRATION POLICY & FEES

Advance registration is requested
A registration fee is required for EACH PERSON who attends. REGISTRATION POLICY: If you find you cannot attend the training after sending your paid registration, notify us by November 22, 2022, and your fees will be refunded in full. Then, a $250 cancellation fee will apply until November 29, 2022. After that, no refunds will be issued for cancellation. You may substitute without penalty. To substitute or cancel, please submit your request in writing to WEDA, email jwilliams@westerneda.com or call Jan at 616-315-4475.

Details

MODULE 1:

Leadership

December 6, 2022 8:00am - December 7, 2022 1:00pm 2022-12-06 08:00:00 2022-12-07 13:00:00 America/Chicago Leadership Location Dealer Institute info@dealerinstitute.org

MODULE 2:

Parts

- 0000-00-00 00:00:00 0000-00-00 00:00:00 America/Chicago Parts Location Dealer Institute

MODULE 3:

Service

- 0000-00-00 00:00:00 0000-00-00 00:00:00 America/Chicago Service Location Dealer Institute

FAQs

What is the Aftermarket Management course?
The Aftermarket Management course is designed to provide parts and service leaders the skills required to improve departmental efficiency, growth and profitability. Who should attend an Aftermarket Management course? Recommended attendees are aftermarket managers, parts managers, service managers and key personnel being groomed for Aftermarket leadership.

How long is the Aftermarket Management Course?
The Aftermarket Management course is three two-day modules. It will follow the same daily format of our other courses. Day One from 8 a.m. to 5 p.m. and Day Two from 8 a.m. to noon.

What is the expected result of the Aftermarket Management course?
The expected result of the Aftermarket Management course is to develop effective parts and service leaders who increase aftermarket growth and profitability and work more effectively with their aftermarket partners to maximize production essential for success in today’s business environment.

How will dealers track the progression of their participants through the course?
We developed an accountability tool called a PIP or Personal Improvement Plan, which will be used throughout each module of every course to ensure consistency for participants and their supervisors. The PIP is a living document that grows with each participant as they move through the course, creating a clear path to success.

What is the price?
Aftermarket Management consists of three, two-day modules. The investment for a public offering of this course is $2,600 USD per participant. This includes all six days of training, materials, personal improvement plan, lunch and refreshments throughout each module.

Instructors

Larry Cole earned a Ph.D. in Psychology from the University of Oklahoma. Larry was on the faculty of Arkansas Tech University and served as CEO of a Comprehensive Mental Health Center before founding his consulting company, TeamMax®, in 1989. Since then, Larry has specialized in improving leadership effectiveness and teamwork while fostering the fact that frustration is your best friend. He created the TeamMax® Advantage methodologies to measure behavior change in real-time. In addition to the books and manuscripts listed below, he has written numerous articles for professional, business and trade magazines, and written several unpublished manuscripts that he offers. He has worked in the agriculture industry for over fifteen years.

Books
“Frustration is Your Best Friend”
“People-Smart Leaders” (with Michael Cole, Ph.D.)
“Communication in Poultry Grower Relations”
“Teamwork in Poultry Production”
“97 Things to Take Your Sales Career to the Next Level” (with Byrd Baggett, CSP)
“Charismatic Leadership” (with Byrd Baggett, CSP)


Wayne Brozek started his career in the Automotive industry in High School as a Parts Delivery Driver.  After graduation, he moved to Colorado and decided to stay in the Automotive business while attending college.  He held several positions within the Parts Department: Shop Counter/Wholesale phones/Retail counter/Assistant Manager then finally the Parts Manager.  He worked hard to improve the health of the dealership’s parts inventory.   He became well known as an expert in inventory management and prided himself on having best-in-class inventory performance.   Wayne was asked to be the Service Manager and went to work on building a new way to pay his technicians on their productivity and their ability to increase maintenance penetration.  After several years of being the Fixed Operations Director, he was moved into the Sales Department as a Sales Manager.  He always joked that the Sales guys got cookies and treats for selling the vehicle and the Fixed Operation Departments got the bill for those treats…

As a Sales manager, he had the opportunity to partner with a group to purchase the location where he started his career.  A few years later Wayne left the partnership to join an AG Dealer group that had 6 locations.  He brought his experience in Service operations to improve the groups Service profitability and changed the entire Technician compensation program.  Over the next several years the group had grown from 6 locations to 16 locations.

Wayne was asked to be part of a Dealer performance group and helped work on a new performance metric for all John Deere dealers.  The company that started the performance group then asked Wayne to assist them with consulting and training John Deere dealers globally.  Wayne has trained dealers all over the globe on ways to improve both their Parts and or Service Operations prior to starting his own consulting business.  He and his team pride themselves on improving their customers financial health and making their employees more productive and engaged.

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