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  1. BKSE 5-Minute Guide to... Sales Success Coaching (Hard Copy)

    BKSE 5-Minute Guide to... Sales Success Coaching (Hard Copy)

    $98.00

    Special Hard Copy Price For VIP MEMBERS ONLY! Non Member Price $298!

    Quick & Easy to Deploy Training Sessions for those...
    Teachable Moments at your sales meetings
    One-on-One Coaching of New Hires, or...
    ... with Underperforming Sales Team Members

    For every Sales Manager, "Teachable Moments" occur every day... moments when a deficiency is noticed and an opportunity created for positive reinforcement and coaching!
    "Teachable Moments" can occur one-on-one, but also as a productive addition to your regular sales meetings!
    This DealersEdge Guide is packed with short lessons (typically 1 page) addressing every correctable deficiency keeping your sales team members from improvment and sales success!
    Every Sales Manager looking for a convenient way to coach sales team members to success... simply must own this resource!

    What's Included:

    Short and focused training lesson organized into these 9 Chapters ... 140 Lessons ...

    Chapter 1 - Meet & Greet
    Chapter 2 - Building Rapport
    Chapter 3 - Qualifying the Prospect
    Chapter 4 - Presentation
    Chapter 5 - Overcoming Objections
    Chapter 6 - Negotiating
    Chapter 7 - Closing the Sale
    Chapter 8 - Delivery & Follow Up
    Chapter 9 - Skills Development & Self-Motivation

    In which areas does your Sales Team need some help?

    Included with your purchase of this Guide, you will receive a CD containing Word files of each artcle/lesson found within.
    That's 140 Word files so that you can print out individual copies for your Sales Staff...
    ... or perhaps even cut & paste your own in-house "Sales Tips Newsletter".... with content you choose for today's needs of your sales team members.
    Free and included with your Order! Learn More
  2. What It's Worth: Automobile Dealership Value

    What It's Worth: Automobile Dealership Value

    $199.00

    (PDF DOWNLOAD)

    Navigate auto dealership valuation hazards with insights from industry leaders.
    Changing market conditions, an array of industry-specific value drivers, and other considerations can make it difficult to describe “the value” of an auto dealership. With a lively industry landscape, business appraisers should be prepared for an increased demand for auto dealership valuation, while owners need to know how to create more value in their dealerships to get the most when they are ready to sell. What It’s Worth: Auto Dealership Value (formerly Key Trends Driving Auto Dealership Value) provides you with wisdom from numerous experts who work with auto dealerships and study the valuation issues associated with this industry daily. These individuals include accountants, brokers, M&A executives, former dealership employees and owners, and other consultants and advisors. Combined, these experts point you in the direction to “hit the mark” when valuing and understanding the value of a dealership. There is no better resource for you than these professionals who advise on buy/sells, executives who lead their groups on acquisition strategy, and professionals whose financial livelihoods depend on transactions in this space.


    Highlights of the report include:

    Get key valuation techniques for appraisers - this report educates readers on issues such as the real estate considerations for auto dealerships, the used vehicle and independent dealership market segment, and the need for succession planning
    Learn how to build value in a dealership for future sale and what the larger retailers are thinking in terms of future acquisitions
    Access real-world data that aims to support your conclusions when assessing the value of a dealership
    Get insight on the current market trends and what really drives value in an auto dealership

    Table of Contents

    INTRODUCTION

    SECTION I: THE CURRENT LANDSCAPE OF VALUE IN AUTO DEALERSHIPS

    THE CURRENT LANDSCAPE OF VALUE IN AUTO DEALERSHIPS
    WHAT DRIVES VALUE FOR AUTO DEALERSHIPS
    CURRENT MARKET TRENDS IN NEW AND USED AUTOMOBILE SALES
    By Travis Flenniken, CFA, CVA

    SECTION II: VALUATION CONSIDERATIONS FOR AUTO DEALERSHIPS
    METHODS AND TRENDS IN VALUING AUTO DEALERSHIPS
    USING THE CIMI METHOD TO VALUE AUTO DEALERSHIPS
    WHY REAL ESTATE IS AN IMPORTANT COMPONENT OF AN AUTO DEALERSHIP VALUATION
    By Adam Lawyer, CPA/ABV/CFF

    THE SPECIAL ISSUES YOU SHOULD CONSIDER WHEN VALUING OR SELLING A USED CAR DEALERSHIP

    SECTION III: BUY-SELL TRENDS IN THE AUTO DEALERSHIP MARKET

    HOW UNDERPERFORMING DEALERSHIPS CAN SELL AT GOOD MULTIPLES: A CASE STUDY
    By Travis Flenniken, CFA, CVA
    BUY-SELL ACTIVITY IS ON THE RISE FOR AUTO DEALERSHIPS
    By Adam Lawyer, CPA/ABV/CFF

    SECTION IV: SELLING AND SUCCESSION PLANNING FOR AUTO DEALERSHIP OWNERS
    THINKING OF SELLING? A 23-FACTOR CHECKLIST TO HELP DEALERSHIP OWNERS MAXIMIZE VALUE
    By Jason Borden, CPA

    DOES SUCCESSION PLANNING BUILD AUTO DEALERSHIP VALUE?
    By Loyd H. Rawls

    SECTION V: FINANCIAL AND VALUATION DATA
    NEW AND USED AUTOMOBILE DEALERSHIP VALUATION MULTIPLES BASED ON PRATT’S STATS
    By Adam Manson
    USED AUTOMOBILE DEALERSHIP VALUATION MULTIPLES BASED ON DATA FROM PRATT’S STATS
    By Adam Manson
    PRICING A NEW CAR DEALERSHIP—RULES OF THUMB
    PRICING A USED CAR DEALERSHIP—RULES OF THUMB

    SECTION VI: APPENDIX
    NEW AND USED CAR DEALERSHIPS:
    SOURCES OF INDUSTRY INFORMATION Learn More
  3. DKGA Steve Nickelsen: How to Strap a Rocket to Your Used Car Department

    DKGA Steve Nickelsen: How to Strap a Rocket to Your Used Car Department

    $0.00

    Remember to Email Steve at Nickelsen@MSN.com for your free valuable information pack!

    The 10 Keys to Unlocking Your True Used Car Potential

    "…50 to 75% fail to fully capitalize on their used car potential." Steve Nickelsen

    Is your Used Car Department producing up to its potential? Could it be better… a lot better? If you think there just might be room for improvement and a lot more profit available… we do to! Please read on…

    Through years of research and working with hundreds of dealerships in the U.S. and Canada, Steve Nickelsen has discovered that most dealerships have huge upside potential for growth in the Used Car Department.

    Steve has discovered that to really excel and realize your true potential… a used car manager needs to work for excellence in 10 Key areas.

    The typical underperforming dealership will have mastered 2, 3 or 4 of the Nickelsen 10 Keys. But those who see their sales and profits from used vehicles take off like a rocket, learn to pay close attention to all 10.

    Steve joins us for this special Online Workshop Presentation and promises to tell and show you how to "Strap a Rocket to Your Used Car Department!

    Visit with us for 30 minutes… then explore and then achieve your True Used Car Potential! Steve will provide you the tools to help strap a rocket to your used vehicle operations! Learn More
  4. DJL3 Steve Nickelsen: Guiding Your Team to Success… The Management Magic of One-on-One Coaching

    DJL3 Steve Nickelsen: Guiding Your Team to Success… The Management Magic of One-on-One Coaching

    $0.00

    (Recorded Online Workshop)
    Featuring: Steve Nickelsen

    Program Length: 60 Minutes

    Becoming a successful manager is all about getting the very best from every member of your team.
    Learn the secrets of "1 on 1 Coaching" and how this skill can make you a super star manager!

    Workshop Take-Aways:

    •How to schedule 1-on-1 meetings with each team member
    •How to present standards and goals
    •How to create accountability
    •How to provide support, direction, and guidance
    •How to focus on measurable actions
    •How to recognize and reward in line with performance
    •How to lead your department(s) to record-breaking results Learn More
  5. BMFO 101 Proven Ways to Boost Fixed Operations Profits

    BMFO 101 Proven Ways to Boost Fixed Operations Profits

    Regular Price: $298.00

    Special Discount Price: $0.00

    (Manual - Available in Downloadable .PDF Format)

    Just one idea from this guide will return your investment many times over . . . and you're guaranteed to find more than 100.

    The most successful dealerships never stop looking for new ways to improve their operations. They realize that even a small change, an easy-to-implement suggestion or cost-saving tip can make a significant difference to the bottom line.

    That's why we published 101 Proven Ways to Boost Fixed Operations Profits. It's simply the best collection of tips, tactics and techniques available to boost the bottom line of your parts and service departments.

    Finding the ideas you need is easy. The guide is divided into the subject areas critical to your fixed operations success. You'll find proven, practical ideas to:
    • Generate more service sales
    • Improve customer satisfaction and repeat business
    • Squeeze higher profits from your parts department
    • Manage and motivate employees to focus on what matters most to you
    • Turn new technology and systems into higher revenue at a lower cost
    • Avoid shop safety & environmental compliance problems that can cost you big Learn More
  6. BMSH Dealership Service Management - New Century - New Responsibilities - New Tools

    BMSH Dealership Service Management - New Century - New Responsibilities - New Tools

    Regular Price: $298.00

    Special Discount Price: $0.00

    (Manual - Available in Downloadable .PDF Format)

    113 essays on the changing role of dealership service managers and how to profit from the new realities of a rapidly changing dealership service market. . .

    In many of today's dealership service departments, service managers are being called on to close the profit gap resulting from less than robust new vehicle sales.
    Gone are the days when new car get-readies and warranty work could be counted on to keep your service writers and technicians busy all day.
    Dealers are increasingly calling on their service managers to produce new ideas and solutions.
    And many savvy service managers are learning and applying new management skills to achieve the goals sought by their dealers. This collection of 113 essays examines those solutions and how you can employ them in your service department.
    This 180+ page manual provides 113 essays focused on new strategies that can help your service department transform itself to capture new business and new profits. Just take a quick look at the Table of Contents:
    Chap. 1 - New Systems and New Technologies
 (21 essays)
    Chap. 2 - Making Service More Customer Friendly 
 (14 essays)
    Chap. 3 - Command and Control - Managing People 
 (30 essays)
    Chap. 4 - Pay Plans - Motivating and Paying for Performance 
 (14 essays)
    Chap. 5 - The Service Manager as Business Analyst 
 (22 essays)
    Chap. 6 - Public Relations - Communicating Your Value Story 
 (22 essays) Learn More
  7. BMPH Mastering New-Age Parts Department Management - Chuck Hartlé's cutting edge solutions for better Parts Management in the 21st century

    BMPH Mastering New-Age Parts Department Management - Chuck Hartlé's cutting edge solutions for better Parts Management in the 21st century

    Regular Price: $298.00

    Special Discount Price: $0.00

    (Manual - Available in Downloadable .PDF Format)

    Mastering New-Age
    Parts Department Management
    Chuck Hartlé's cutting edge solutions for better Parts Management in the 21st century

    For the past decade we've had the pleasure of working with Chuck Hartlé, one of the most respected Parts experts in the business. As many of you know, Chuck is recognized as a founder of "new-age" Parts Management. His ideas go beyond traditional approaches to inventory control and focus on maximizing technology to improve Parts profits.

    The DealersEdge editors recently sat down with Chuck and asked him 50 of the toughest questions facing today's Parts Manager. His answers are compiled in an all new resource I think you'll find useful.

    A sneek peek at what you'll find in 120+ idea-packed pages:
    • Inventory Management - It All Starts Here
    • What should I really be looking at to measure parts department performance?
    • Is there a point of diminishing return when trying to fine tune parts inventory?
    • What's the perfect balance of "width" and "depth?"

    • Managment Matters - Parts, People & Profits
    • How can we get parts and service managers to work together more effectively?
    • Are fill rates and level of service performance really under the parts manager's control?
    • What do I do when the financial statement and management reports are at odds?

    • Source Accounting - Technological Solutions for Improving Parts Performance
    • Are there really innovative ways to free frozen capital in my parts inventory?
    • How do I deal with inventory fluctuations when dealing with multiple manufactures?
    • What is Source Matrixing and how can it help me?

    • System Set Up - What's in Your DMS Toolbox?
    • Should I trust the default settings on my system?
    • How do I download a stock order from my DMS?
    • What's the best way to use Price Escalator tables?

    • Building Your Wholesale Parts Business - Identifying Your Market Niche
    • Any suggestions for getting more sales from my existing wholesales parts customers?
    • What can I do to differentiate my wholesale business in a competitive market?
    • Is there any way to turn parts delivery from a cost center into a revenue center?

    • Controllng Obsolescence & Excess Inventory
    • What's the difference between excess and obsolete inventory?
    • How to I get rid of excess inventory without crushing my bottom line?
    • Can you give me a definition of "emergency" purchase that my staff will understand?

    • Nuts & Bolts - Chuck Hartlé on the Future of Dealership Parts Management
    • Do traditional parts return methods make sense?
    • How do I set up a bulk oil or tire program?
    • What is "stock netting" and will it help profits? Learn More
  8. BMPA DealersEdge Comprehensive Parts Department Answer-Guide: Practical Solutions to Today's Most Common Parts Department Challenges

    BMPA DealersEdge Comprehensive Parts Department Answer-Guide: Practical Solutions to Today's Most Common Parts Department Challenges

    Regular Price: $298.00

    Special Discount Price: $0.00

    (Manual - Available in Downloadable .PDF Format)

    From the editors of DealersEdge Parts Manager... 

    DealersEdge Comprehensive
    Parts Department Answer-Guide:
    Practical Solutions to Today's Most Common Parts Department Challenges

    In one resource DealersEdge has combined the answers to nearly every common problem you're likely to encounter in a dealership Parts department. It's an all-in-one, quick answer book to the many challenges we face everyday. The big and small are all tackled in an easy-to-reference Q&A format that's guaranteed to save you time and headaches.

    DealersEdge Comprehensive Parts Department Answer-Guide covers it all - from complex inventory control issues to even the most mundane aspects of the parts management, like pricing and controlling key-cutting services.
    
You'll also learn management techniques like:
    • Building a system to help you write the perfect purchase order every time
    • Managing people - dealing with late employees and other trouble-makers
    • Inter-department turmoil - What to do when service starts taking parts off RO's
    • How days supply can tell you a lot but still be leading you down the wrong path
    • Putting an end to forced inventory because of special ordered parts Learn More
  9. BMMN Professional Inventory Management

    BMMN Professional Inventory Management

    Regular Price: $298.00

    Special Discount Price: $0.00

    (Manual - Available in Downloadable .PDF or Hard Copy Format)

    This latest publication by Mike Nicholes of Mike Nicholes Capital Management, Inc., contains the latest and most up-to-date guidelines and methodologies for helping the parts department fulfill its #1 mandate: Satisfying technician demand in the service department.

    The Mike Nicholes name and Professional Inventory Management have been synonymous for over 30 years. This manual, is the "must have" guide for any auto dealership parts manager serious about maintaining and improving their inventory management skills.

    Used in Mike's seminars, this manual (and its preceding edition) is valued by parts managers representing every manufacturer. And for anyone who has attended Mike's live seminar sessions, you know that this book is a valued resource, an important instructional, as well as a useful reference guide.

    Special Section on ASR - Automatic Stock Replenishment (GM dealerships read RIM) - and its impact on dealership parts managers and effective inventory controls. This is a "must read" for everyone currently experiencing this quickly evolving change in philosophy. It is important as well for every other parts manager as more and more OEMs are considering similar systems. These new replenishment systems represent the future of inventory management and the sooner you understand and master them the better.

    Auto Dealership Part Management - A Detailed Numbers Game
    That just could be an obvious overstatement - analysis of the stats and reports generated through your DMS and other sources - that is how truly professional parts managers put themselves head and shoulders above their peers. In this manual, Mike Nicholes will demonstrate the strategies, measurements and analysis that can help any parts manager - rookie or seasoned pro. Master the inventory and produce higher bottom line profits. He will demonstrate how simple-to-apply principles of inventory management and analysis of your stats can help you identify and solve hidden inventory problems!

    Simply an "essential tool" for all dealership parts managers! Mike is a genius of parts inventory management. He likes to say that it is not rocket science, but it does take knowledge and understanding - the knowledge and understanding that he communicates very clearly in this manual. Learn More
  10. BMPN DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game

    BMPN DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game

    Regular Price: $298.00

    Special Discount Price: $0.00

    (Manual - Available in Downloadable .PDF Format)

    DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game

    Love 'em or hate 'em, numbers are a critical piece to the Parts management puzzle.

    Simply put, numbers are your detailed score card of what you're doing right and what you're doing wrong. Master the numbers game and your Parts department will consistently deliver solid profits. Misunderstand or ignore the numbers and your department, and your job, are in serious jeopardy.
    No matter where you are on the "numbers learning curve," you'll want to take a look at this just released guide — DealersEdge Benchmarks & Best Practices: Winning the Parts Management Numbers Game.

    Discover practical ideas to help you:
    • Fine tune your DMS to produce more accurate reports
    • Spot profit opportunities in your financial statements
    • Improve off-the-shelf fill rates and level of service
    • Increase inventory turns and minimize obsolescense
    • Maximize ROI on the dealer's investment in inventory
    • Show your entire Parts team how their efforts affect the dealership's bottom line
    Find out how the magic of numbers management can help you squeeze thousands of additional profit dollars from your parts inventory. Discover:
    • How carefully reviewing financial statements helped one Parts Manager cut costs and increase gross profits by $50,000 a year
    • Proven strategies to improve forecasting on slow moving parts and reduce that idle capital
    • A systematic approach to uncovering and eliminating the root cause of parts obsolescence
    • Where to look when your physical inventory doesn't match what's on the books
    • Two commonly overlooked reports every Parts Manager should use as part of their inventory management routine
    • How properly using receipt codes can help you accuratelymeasure your purchasing performance
    • Techniques for winning the debate over how to handle parts costs on vehicle reconditioning
    • Mike Nicholes' ten question inventory management quiz
    • An exercise guaranteed to help you recapture lost sales postings
    • The 12 most important aspects to parts department management from Lloyd Schiller
    If you're not already convinced, consider this... If the guide helps you better understand even one or two key concepts of Parts management by the numbers then your investment will be returned many times over. Learn More

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