Dealer Management

The Dealer Management course provides dealership leaders the skill and developmental training necessary to improve dealership efficiency, profitability, and organizational proficiency. This holistic approach involves each department creating a complete dealer management system approach. It is a curriculum-based learning path, delivered over six, 2-day modules.

Download Course Overview

This module-based course will be hosted VIRTUALLY! Please add all the registered student’s email addresses when registering so students can receive the training event invites, event access, and any training materials. Please be honest and register all students that will be attending the training. This training is prohibited to be used in a group setting to train unregistered students.

***This training event may NOT be recorded or shared, doing so is in violation of copyrights.

RECORDING PROHIBITED: Purchaser shall not cause or allow anyone to record a training event or make of public record without Seller’s prior written consent, which consent may be withheld at Seller’s sole discretion. If Purchaser records this training, the Purchaser shall be in default of its obligations under these terms and conditions and legal action can be pursued.

Dates For Each Module:
Leadership Module 1: January 5-6, 2021
Financial Module 2: February 9-10, 2021
Service Module 3: March 9-10, 2021
Parts Module 4: April 13-14, 2021
Wholegoods Module 5: May 11-12, 2021
Marketing Module 6: June 9-10, 2021
*Note: Modules may run longer than anticipated, please schedule accordingly

Pricing: $5,200 USD Per Student

REGISTER

REGISTRATION POLICY & FEES
Advanced 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 December 18, 2020, and your fees will be refunded in full. Then, a $250 cancellation fee will apply until December 25, 2020. 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 618-315-4475.

SKU: Dealer-Mgmt Category:

Description

The Dealer Management course provides dealership leaders the skill and developmental training necessary to improve dealership efficiency, profitability, and organizational proficiency. This holistic approach involves each department creating a complete dealer management system approach. It is a curriculum-based learning path, delivered over six, 2-day modules.

Download Course Overview

This module-based course will be hosted VIRTUALLY! Please add all the registered student’s email addresses when registering so students can receive the training event invites, event access, and any training materials. Please be honest and register all students that will be attending the training. This training is prohibited to be used in a group setting to train unregistered students.

***This training event may NOT be recorded or shared, doing so is in violation of copyrights.

RECORDING PROHIBITED: Purchaser shall not cause or allow anyone to record a training event or make of public record without Seller’s prior written consent, which consent may be withheld at Seller’s sole discretion. If Purchaser records this training, the Purchaser shall be in default of its obligations under these terms and conditions and legal action can be pursued.

Dates For Each Module:
Leadership Module 1: January 5-6, 2021
Financial Module 2: February 9-10, 2021
Service Module 3: March 9-10, 2021
Parts Module 4: April 13-14, 2021
Wholegoods Module 5: May 11-12, 2021
Marketing Module 6: June 9-10, 2021
*Note: Modules may run longer than anticipated, please schedule accordingly

Pricing: $5,200 USD Per Student

REGISTER

REGISTRATION POLICY & FEES
Advanced 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 December 18, 2020, and your fees will be refunded in full. Then, a $250 cancellation fee will apply until December 25, 2020. 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 618-315-4475.

Details

MODULE 1:

Leader Management

January 5, 2021 8:00am - January 6, 2021 12:00pm 2021-01-05 08:00:00 2021-01-06 12:00:00 America/Chicago Leader Management Location Dealer Institute info@dealerinstitute.org
  • Effective Leadership
  • Dealership Culture
  • Workforce Motivators
  • The 12 TeamMax Leadership Principles
  • 7-Step Change Process
  • Leadership Responsibilities

MODULE 2:

Financial Management

February 9, 2021 8:00am - February 10, 2021 12:00pm 2021-02-09 08:00:00 2021-02-10 12:00:00 America/Chicago Financial Management Location Dealer Institute
  • Maximize Cash Flow & profits
  • Identify Frozen vs. Working Capital
  • The Steps to Valuating Inventory Performance
  • Absorption & Its Effect
  • Analyzing Sales & Gross Profit
  • Controlling & Minimizing Expenses

MODULE 3:

Service Management

March 9, 2021 8:00am - March 10, 2021 12:00pm 2021-03-09 08:00:00 2021-03-10 12:00:00 America/Chicago Service Management Location Dealer Institute
  • Customer Satisfaction & Department Profitability
    • Tech Evaluation
    • Pricing Strategies for Customers & Internal Work Orders
    • Improving Gross Profit Opportunities
    • Service Writer & Service Advisor Role Definition

MODULE 4:

Parts Management

April 13, 2021 8:00am - April 14, 2021 12:00pm 2021-04-13 08:00:00 2021-04-14 12:00:00 America/Chicago Parts Management Location Dealer Institute
  • Analyzing Inventory Performance Ratios
  • Aging Inventory Impact on the Dealership
  • Difference Between Gross & True Turns & Why It Matters
  • Stocking Inventory Fill Rates
  • Business Management Software Optimization
  • The Keys to Correctly Reconciling Inventory

MODULE 5:

Wholegoods Management

May 11, 2021 8:00am - May 12, 2021 12:00pm 2021-05-11 08:00:00 2021-05-12 12:00:00 America/Chicago Wholegoods Management Location Dealer Institute Leadership
  • Implementing Ideas
    • steps to getting an idea to stick
  • Wholegoods department managers defining roles
    • What they are accountable to
    • Areas to excel at in order to grow
    • Focusing on what makes the difference
  • Engagement
    • Default traits of a manager
    • Growing salesmen’s engagement
Operations, technical, processes, procedures
  • Negative Cashflow
    • Stocking units cost money
    • Retails with trades cost money
    • No money is made until the last trade is sold
  • The Great Battle- Turns versus gross margin
    • What we control is what we should prioritize
    • How to make more money without getting more margin
  • Planning for Success
    • Drafting objectives with actions to succeed
    • Hiring the right person
    • Customer Relation Management
    • Territories or key account
    • Commission plans
Financial metrics and Advanced inventory measuring metrics
  • Wholegoods Department Financials
    • The key metrics to watch and what they mean
    • Reading metrics between the lines
    • How the balance sheet and income relate to a department manager
    • Measuring turnover by product category

MODULE 6:

Dealership Brand Marketing

June 9, 2021 8:00am - June 10, 2021 12:00pm 2021-06-09 08:00:00 2021-06-10 12:00:00 America/Chicago Dealership Brand Marketing Location Dealer Institute This course is designed to help you think beyond your overall brand and focus on your specific brand identity and relevance to energize your employees, customers, and local communities   What do successful Brands look like?
  • Real-world examples across industries
  • How successful Brands are differentiated with their customers
  • How they activate their Brands with customers
Thinking about your Brand with a new mindset
  • Clarity regarding what matters most to your customers during turbulent times
  • Building your Brand sales story
  • Defining your Menu of services
  • Defining your Key differentiators
  • Building your Brand relevance message to resonate in your market areas
Activating your Brand in your local market to drive your business
  • Determine your brand touchpoints
  • Develop year-round market-specific Brand marketing calendar
  • Activating your Brand Ambassadors
  • The role of your employees in the community
  • The role of your best customers who are key influencers
  • The role of community leaders and other key influencers

Instructors

Larry Cole, PhD
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 realtime. 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.


Gord Thompson
Gord began his career with a national accounting firm prior to joining his family’s CIH dealership in 1986. He was dealer principal and general manager of the two store dealership in Saskatchewan until 2014 when he sold it to Redhead Equipment and In 2015 retired from Redhead.

As a dealer, he served on the board and as president of the Canada West Dealers Association, now part of WEDA. His dealership also belonged to a 20 group throughout that time. In 2016 he joined WEDA’s Dealer Institute as a trainer, specializing in dealership financial management and training dealer staff on understanding and utilizing financial information.


Kelly Mathison
Kelly started his career as a sales representative during the high-interest crunch of the 1980’s He then spent 10 years in sales and marketing with the distributor and wholesale manufacturer, Flexi Coil, covering Canada, Australia and the U.S. In 1996 he became a partner in a single store John Deere Dealership in Brandon, Manitoba. Over the next 12 years, it grew from 1 store to 7 when they eventually merged with Enns Brothers in 2008. Over the years, he gained experience as a Sales Manager, Aftermarket Manager, General Manager, and Group Marketing Manager. In 2011, Kelly sold his partnership interest and took a contract as Group Product Support Manager with Chesterfield Australia, one of the country’s largest John Deere Dealer groups.

In 2014, Kelly launched a consulting and training company, Kayzen Management, and in 2015 joined Western Equipment Dealers Association’s Dealer Institute as a consultant and trainer. Kelly brings his unique, real-life experience and time tested best practice solutions to a wide scope of dealership issues. His philosophy of “continuous improvement” can be applied over all dealership departments.


Trent Hummel
As a fourth-generation equipment dealer, Trent’s family successfully used advanced management techniques of wholegoods’ assets and progressive procedural systems to produce results that exceeded dealership goals and industry benchmarks.

Trent’s 25+ years as an owner and general manager provided him with invaluable experience and extensive knowledge in managing and leading dealership operations. Trent has used his experience to move to this next level of his career. Since 2011, Trent has been active in designing and delivering curriculum-based training, providing onsite consulting services, and guiding dealer peer groups.

Trent’s experience and passion in the management of inventory, with an emphasis on used equipment, has earned him the distinction as one of North America’s strongest and most innovative voices in dealership wholegoods’ management. His strategies with inventory turnover, aging, and margins have rejuvenated struggling wholegoods’ departments throughout North America.


Jim Welch
Jim is the former Chief Marketing Officer of Hallmark and Procter & Gamble Sales Manager who founded his own company, The Growth Leader Inc. in 2006. Jim has specialized in coaching, training, and developing leaders to help them achieve success in the agriculture industry for over a decade.

Jim will focus his positive and high energy style with you and your team to help you achieve your vision of success. Jim’s humble and highly effective leadership coaching style has been very well received throughout the agriculture industry. Jim’s unique approach results in accelerating the leadership effectiveness of your management team. He will tailor his individual coaching plans to meet the unique development needs of each leader on your team. In addition, Jim utilizes a Real-World Strategic Planning approach with your team resulting in high impact actions. In addition, he can work with you and your team to create a Focused Sales Growth Plan designed for turbulent times. Jim facilitates individual/team accountability with positivity, potential, and proactivity.

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