|
The Progressive Basics Workshop
In our classes, we introduce ourselves as not
being consultants or experts, but that we have
been trained by more than 40,000 managers. We
share information on the 32,000 plus various markets
in the United States and Canada. WE are doing
nothing different than the McDonalds chain, which
lays out a system with specific techniques to
produce high returns. We draw on the success of
the most profitable franchises and put together
a menu for the dealerships to implement.
The
first question asked is "Why are we as new
car dealers talking about used cars?" Twenty
years ago there were basically four manufacturers
operating in the United States, and they controlled
96% of the new car market and 86% of the used
car market. Twenty years later, there are 32 manufacturers
and less than 40% of the used car business is
handled by new car franchises, and the used car
business has become a wholesaler dominated business.
If the dealer can improve in three areas, which
is conquest trading, reconditioning, his vehicles,
and marketing and merchandising, not only will
his used car department show improvements, but
also his new car department, F & I, as well
as service and parts.
The
dealers whom have implemented these systems consistently
show the highest dealer profit, the highest used
to new ratio and they are also the best conquest
traders.
The
following topics are covered in our seminars:
• Recruiting and hiring the right sales personnel
• Measuring and managing sales personnel
• Ongoing training programs for sales personnel
to insure product knowledge about used inventory
• Reconditioning
• How to control the Wholesaler
• How to do a proper forecast
• Successfully balancing your inventory
• Maintaining a retail turn rate of 45 days
• How to approach supplement buying
• How to reduce your advertising budget and becoming
more effective
• Getting the water out without losing from the
bottom line
• Measuring results of the Used Vehicle Department
Attending
dealers are asked to bring the following information
from the dealership:
• Total
last months appraisals from both the New and Used
Department.
• Used Vehicle Inventory sheets. Current inventory
with the number of days in stock.
• Ups for previous 60 days. New and Used.
• Wholesale logs for the previous 60 days. The name
of buyer -- cost and selling amounts.
• Profit and Loss statements, form used vehicle
department if available.
• 50 random repair orders (25 internal/25 customer
paid) with date R.O. was finished.
Retail sales for previous 60 days. Used vehicle
department -- how many days unit in inventory
before being sold.
• The participant uses his/her own dealership data
in a Progressive Basics Workbook during the workshop
so that individuals can see the strengths and/or
weaknesses of the dealership and benchmarks that
he/she should be working toward achieving.
At
the end of the class the participants will be
given a supply of forms that are included in the
workbook. These forms should be completed by the
Used Vehicle Manager and sent to Progressive Basics
on a monthly basis (Monthly Monitoring). This
tracking is done so that their progress can be
monitored and also they can compare themselves
against similar dealers in their region.
PROGRAM
FORMAT
The
classes are structured on a 1 1/2 day format.
For optimum results the dealer and/or someone
from upper management should attend the workshop
along with the Used Car Manager. Each month after
the workshop, the dealer's results will be monitored
by Progressive Basics and compared with other
in their area. A dealer or a used car manager
who is on the system may call and ask for advice
or help at any time.
|
