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  1. Steve Nickelsen: Why 70% of Used Car Depts Underperform … and How to Unlock Your Real Used Vehicle Potential

    Steve Nickelsen: Why 70% of Used Car Depts Underperform … and How to Unlock Your Real Used Vehicle Potential

    $0.00

    Workshop Info:
    Air Date: Thursday June 1 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Presenter: Steve Nickelsen
    Program Length: 80 minutes
    SKU ELF1

    Learn to identify and exploit the "low-hanging fruit" in your Used Vehicle Departments. Make Used Vehicles a Profit-Producing Powerhouse!

    For Sales & Senior Management

    Steve Nickelsen has identified the Key Strategies, Processes, and Functions that are the building blocks of a pre-owned department. Some dealerships have already doubled their used-vehicle sales by implementing these concepts.

    Steve will share with you some ideas on how to modernize your approach to used car management and marketing in the new "efficient" 21st century marketplace.

    You Will Learn:

    ## How to "lift the lid" of past performance and start acting on the possible
    ## How perceived "warmth & competence" impact the customer's buying decision
    ## How improving in several key areas can kick start performance improvements
    ## Why focusing on these performance shortfalls will ignite explosive Used Car growth
    ## How to transform your Used Vehicle Depts into profit-producing powerhouses! Learn More
  2. Phillip Sherman: Telecom Technology Update: Cloud or Hardware…Which is Best for You

    Phillip Sherman: Telecom Technology Update: Cloud or Hardware…Which is Best for You

    $0.00

    MEMBERS ONLY ONLINE WORKSHOP

    Workshop Info:
    Air Date: Live Thursday, April 13, 2017 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Phillip Sherman
    Program Length: 60 Minutes

    Improvements in Telecom tech march on and dealership buyers need to stay current so you can be smart buyers of this vital business tool.

    Phillip Sherman is the go-to telecom expert for DealersEdge and helps us keep our knowledge and understanding of this important communication system current. In past workshops, Phillip warned dealers not to jump too quickly into the Cloud-Hosted systems that were being heavily marketed to auto dealers.

    Well, technology upgrades move fast these days. This is particularly true when studying the best telecom system for your dealership organization. Visit with us via this workshop as Phil Sherman updates the current state of telecom systems. Learn about the important features and costs to consider.

    You will learn:
    About Today’s Technology vs. the Technology of the Past
    About the elements of your telecom system and what makes each work
    Advantages and Disadvantages of CPE (Customer Premise Equipment)
    About Disaster Recovery Implications
    How to Measure and Choose: Functionality vs. Monthly Cost
    How to Make Intelligent Telecom Decisions Learn More
  3. Greg Criss: How to Benefit from Tablets on the Service Drive

    Greg Criss: How to Benefit from Tablets on the Service Drive

    $0.00

    MEMBERS ONLY Online Workshop

    Workshop Info:
    Air Date: Live Thursday, April 6, 2017 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Greg Criss
    Program Length: 60 Minutes

    How tablets can benefit Service Drive Selling… But also how tablets can hide more significant selling process weaknesses. It's a tool not a magic pill.

    Auto dealers purchase tablets for the service drive for two basic reasons. On one hand the modern technology gives the customer the appearance that your dealership is on the techie cutting edge. However, most companies selling these systems also tout increased customer paid labor as a benefit of using the tablet.

    Greg Criss takes a more reasoned view… seeing the benefit of deploying tablets, but not ignoring basic selling process deficiencies that plague many dealership service departments and are not necessarily overcome simply by the tablet.

    You will learn:

    How tablets can mask service drive process problems and how to overcome
    The magic of "Postponed" operation codes when recommendations are declined
    How to prepare for Service Guests prior to arrival
    How to guarantee that Service Menu presentations are completed
    How to help your Advisors improve CSI and Email Capture Learn More
  4. Ray Branch: Effective Labor Rate Control and Management… The Art & The Science

    Ray Branch: Effective Labor Rate Control and Management… The Art & The Science

    $0.00

    Online Workshop
    Air Date: Thursday March 23, 2016 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Ray Branch

    Discover a plan and a painless process to significantly improve your Customer Pay ELR - Effective Labor Rate! Small almost invisible adjustments with huge bottom line impact!

    Ray will be sharing knowledge to help the Service Manager meet their #1 responsibility to the dealer… PRODUCE ROI! Learn the formula for immediate and significant ELR improvement. You can make relatively small and almost invisible-to-the-customer changes in labor pricing that would result in an increase to your Effective Labor Rate (ELR) of $6 or $7 in just 30 days.

    Sounds almost too good to be true doesn't it. But listen in to this DealersEdge Workshop and Ray Branch will both prove it to you and show you how.

    "Professor" Branch has studied this concept for over 20 years and in the process has performed a forensic analysis on over 50 million dealership Customer Pay Repair Orders. This analysis takes each RO through more than 120 complex calculations generating more than 80 Key Performance measurements. The results are nothing short of amazing and very revealing.

    You will learn:

    The real definition of "Effective Labor Rate"
    More than 12 specific ELR improvement techniques
    About the Visibility Pyramid - ELR fully explained
    The science of Flat Rate Frequency Utilization
    How to control the up and down swings in your customer paid ELR
    The powerhouse concept of “Opps vs. Dones”
    Learn the formula for immediate and significant ELR improvement. Learn More
  5. Joni Stuker: The Power of a Blended BDC  to Drive Sales for the Entire Dealership

    Joni Stuker: The Power of a Blended BDC to Drive Sales for the Entire Dealership

    $0.00

    Workshop Info:
    Air Date: Live Thursday, March 16, 2017 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Joni Stuker
    Program Length: 60 Minutes

    How to integrate Sales, Service and Parts into your BDC initiatives and multiply the value of your customer base.

    The Business Development Center concept has long been an excepted standard for many, maybe most, dealership organizations. However most of these efforts have been solely focused on creating showroom opportunities for new and used vehicle sales.

    In this workshop, Joni Stuker will introduce you to an expansion of the BDC concept into business development for all dealership profit centers. And why not? Joni will explain not only what a Blended BDC looks like, but how it works and how it can benefit the entire enterprise.

    You will learn:

    The difference between a BDC and a BMC and why it's important
    The strong fundamentals of any basic dealership BDC operation
    Why it is important for BDC reps to have the total dealership focus
    How to multiply the value of your BDC by driving business to all profit centers Learn More
  6. Don Tipton: Re-Engineering Express Service… Secrets Behind Making It Work for the Dealership & Customer

    Don Tipton: Re-Engineering Express Service… Secrets Behind Making It Work for the Dealership & Customer

    $0.00

    Online Workshop
    Air Date: Thursday March 2, 2016 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Don Tipton


    Today's service customers demand fast, efficient service for routine maintenance… Many managers complain that it just does not work…. Why not? It works for some!

    How to make a very profitable business out of your Express Service operation.

    Don will show you:

    Learn the 5 roadblocks to success for your Express Service operations
    Exactly where the real profits are being generated by dealerships with successful Quick Svc systems
    The perils of overkill. You really do not have to be the fastest or the cheapest
    How to determine the true cost of express service labor
    How to keep the up-sells from declining your service and taking their business elsewhere
    Learn More
  7. DLB4 Rob Campbell: How to Balance the Parts Department Checkbook

    DLB4 Rob Campbell: How to Balance the Parts Department Checkbook

    $0.00

    Workshop Info:
    Air Date: Live Thursday, February 23, 2017 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Rob Campbell
    Program Length: 60 Minutes

    How to make the Parts DMS inventory Jive with the General Ledger!

    It's no secret that when it comes to the Parts Department, the dealership runs two sets of books.

    One set is kept and controlled by the Parts Manager and is geared toward inventory management… keeping the right parts on the shelves to satisfy the Service Department's needs, and avoiding obsolescence. It's mostly about the physical parts themselves.

    The other set of books is kept and controlled by Accounting. The General Ledger is the financial blueprint for the enterprise, but in this instance it is primarily concerned with the dollar value of the parts department's assets and liabilities. It is mostly about the dollar value of the investment.

    Problem: On the surface they seldom agree. Sometimes that simply means that the process of adding to and subtracting from those figures, is different for each concern.

    But sometimes, the imbalance can point to very real problems and potential losses. So like balancing your checkbook, you need to isolate the differences and reconcile regularly.

    This workshop is an in-depth look at strategies to help balance the 2 sets of books, and/or identify problems needing solutions.

    You will learn:

    Primary causes for inventory valuation disputes between Parts and Accounting
    Strategies for identifying and "balancing" reasonable and routine differences
    How the 2 sets of books can help hide serious problems and potential losses
    Solutions for inventory shortages and overages.
    How Parts & Accounting can work together to balance the 2 sets of books Learn More
  8. DLB3 Becky Chernek: How to Ride the Wave to Digital F&I Retailing

    DLB3 Becky Chernek: How to Ride the Wave to Digital F&I Retailing

    $0.00

    Catch the Wave - How to Offer Your Customers Online Financing!

    Workshop Info:
    Air Date: Thursday, February 16, 2017 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Becky Chernek
    Program Length: 60 Minutes

    The F&I process in most dealerships has long been the bottleneck in the selling process resulting in more than a few unhappy and frustrated customers.

    Join F&I trainer and consultant Becky Chernek as she explores ways you can offer your customers an online financing choice. Learn what is available from many sources via this workshop.

    Options are many and can include simple "pre-qualification” up to the entire financing process - To successfully implement, you will have many choices to consider. Learn about them here.

    You will learn:
    About the expansion of online financing opportunities available to dealers
    About the current array of online financing products and vendors available to dealers
    How online financing can speed up the delivery process and enhance the buyer's experience
    How online financing offers can help you insulate the customer from other 3rd party providers
    How to create a Virtual F&I Manager alternative Learn More
  9. DLB1 Jim Flint: How to Control Your Marketing & Ad Budget Using Moneyball Strategies

    DLB1 Jim Flint: How to Control Your Marketing & Ad Budget Using Moneyball Strategies

    $0.00

    Workshop Info:
    Air Date: Live Thursday, February 2, 2017 at 1pm Eastern/ Noon Central/ 11am Mountain/ 10am Pacific
    Featuring: Jim Flint
    Program Length: 60 Minutes

    How to stop wasting precious marketing budget on Low-ROI efforts!
    Economists predict a mixed bag for 2017 car sales. We know this--competition is fierce, there's no room for wasted advertising dollars and there's no looking back as the game continues to change.

    It's time to break out of your "let's do what we did last year" marketing cycle and catch up to what's new and improved for 2017!

    Jim Flint--noted resource allocation specialist and architect of the Moneyball Factor for car dealers-- will provide guidelines and principles on how to:

    Lock into a successful marketing budget
    Utilize operationally minded metrics to guide your thinking.
    Price & market vehicles on your website to sell w/ maximized profits
    Improve Google Analytics tracking so it's easier for you and your sales team to win together
    Learn More
  10. Jeff Sacks' Dealership Pay Plans That Work

    Jeff Sacks' Dealership Pay Plans That Work

    Regular Price: $495.00

    Special Discount Price: $395.00

    PAY PLANS THAT INFLUENCE BEHAVIOR AND GUIDE RESULTS

    Put the right pay formula or plan in place to improve your business model and results.
    Consider employing pay plans that :
    -- Reduce inter-department conflict
    -- Elevate personnel productivity
    -- Improve customer retention

    Consider changing vertically designed pay plans into more functional horizontal pay plans!

    This 100+ Page Guide contains hundreds of Sample Pay Plans, indexed by dealership department and profit center.

    Pay Plan Samples and Jeff Sacks' commentary Indexed for:

    -- Variable/Sales Department Managers
    -- Fixed Operations Department Managers
    -- Sales Consultants
    -- Service Advisors and Technicians
    -- Non-Management Parts Personnel
    -- Accounting Staff
    -- … and more!

    ----------

    About Jeff Sacks:
    Jeff Sacks is considered one of the premier experts in dealership operations with a 30+ year career that warrants the high regard he’s held in.

    Jeff immigrated to the United States in 1977 and immersed himself in the world of car dealership operations. He gained a degree in accounting and one in business finance, and together with his ‘in the seat’ practical experience, he carved out an enviably unique insight into dealership operations that has helped many clients across the global automotive industry.

    After gaining first-hand experience in a variety of dealerships, Jeff established Jeff Sacks & Associates, a consulting company dealing with the specific needs of his automotive clients. Years later, he created and facilitated the General Manager’s Bootcamp. In 2009, Jeff returned to his roots as operating President with Jeff Sacks & Associates (Jeff Sacks Auto) in order to provide customized programs to his clients, including the highly respected General Manager Workshop.

    Jeff’s passion and vision in the industry has made him a sought-after speaker, helping to improve dealership functionality relating to process improvement strategies, asset and expense controls, computer utilization, management information systems and more. Learn More

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