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DFBC Penny Phillips, J.D.: When Hiring- Pre-Employment Process - Pick the Right Candidate
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Penny Phillips, J.D. from Felhaber, Larson, Fenlon & Vogt
Original Air Date: February 15, 2012
Program Length: 100 minutes
Pre-Employment is the time to really get to know the candidate - Learn from what they tell you and what they want to hide.
As auto dealers enter into a year that promises an accelerating recovery, many of you will be in the market for some new talent. Just in case you might be a little rusty when it comes to interviewing and then checking out applicants, labor attorney Penny Phillips J.D. will be with us to discuss the pre-employment process with an eye toward what you can and cannot do legally.
Penny will examine:
Interviewing Dos and Don'ts
Credit & Criminal Background Checks
ADA Issues, including Medical Exams
Reference Checks
Drug Testing
Motor Vehicle Checks Learn More -
DFB3 Chris Collins: Service Advisor Breakthrough
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Chris Collins, Author
Original Air Date: February 16, 2012
Program Length: 90 minutes
Warning! This is not your average, mild-mannered, service advisor training!
Even in the face of a struggling economy and intense competition from independent repair shops, some dealership service departments are enjoying record sales and profits. The key, as always, is the ability of service advisors to form quick connections with service customers. In this intensive 90-minute Webinar, your service advisors will get specific, usable tools that they can implement immediately. Chris Collins has developed a program based on results-proven systems and techniques designed to create instant results. Keep recording in your training library for use down the road!
You will learn:
Selling Service and Parts without Discounting
How to improve CSI Scores
Build hours-per-R.O. & Effective Labor Rate at the same time Learn More -
DFB2 Glenn Pasch: Google Analytics 101 for Car Dealerships - Getting Started!
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Glenn Pasch, COO at PCG Digital Marketing
Original Air Date February 9, 2012
Program Length: 93 minutes
How to use this remarkable tool to get detailed background info on your customers and their online path to your Website
Digital marketing for car dealers has grown and evolved over the past 5 years or so. Early on, dealers thought digital marketing was only about buying leads from online lead generators. But more and more auto dealers and their Internet sales staffs are getting more sophisticated in being able to drive customers to their own Websites and through their own sales funnels. A key to sharpening this skill to the next level is an understanding of how to access and use Google Analytics. Glenn Pasch will provide an entry-level look at G.A.; showing you how to gain access and then extract very specific and usable data that will help you improve results. Learn More -
DFA5 Don Miller: 7 Essentials for Buy-Here, Pay-Here Success
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Don Miller, Senior Consultant, Constellation Automotive Solutions
Original Air Date: January 31, 2012
Program Length: 120 minutes
How to create BHPH or LHPH Success in your Dealership or Group - Using Existing Facilities or Satellite lots
The BHPH concept is not new. In fact it has stood the test of time. And now more and more dealerships are seeing the wisdom of creating a BHPH business that either works out of their existing facilities or is housed in off-site locations nearby. Don Miller is a 24 year veteran consultant and trainer in this realm and will visit with us to lay out a seven step plan for success in this market. DealersEdge Members rave about this plan and its effectiveness in providing a new and vibrant profit center.
Learn the details of the 7 Essentials:
Business Model & Inventory
Controls & What Numbers to Monitor
The Unique Selling Process
Applications & Underwriting
Secrets of the Payment Process
How to Manage Delinquency
Best Marketing Practices Learn More -
DFA4 Ron Sompels: Financial Statement Analysis for Dealership Department Managers
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Ron Sompels, CPA & Partner-in-Charge at Crowe Horwath LLP Retail Dealers Original Air Date: January 26, 2012
Program Length: 90 minutes
Learn how dealers, GMs & their CPAs read the financial statement for your department. Knowing what they look for will better equip you for department improvement.
Most dealership department managers look at their store’s financial statements as though they are written in a foreign language. That’s because few of them have any training in how to read an income statement and the various analytical reports that support the statements. You can obtain a certain level of understanding of how this reporting works just by meeting with the dealer and GM, but often there is a lot more that you can learn that will help both you as the manager and the dealership as a whole. Ron Sompels is a CPA with Crowe Horwath LLP and will join us on for an in-depth look at dealership financial statements. His goal will be to provide you with a greater understanding of this report and how you can use the monthly data to improve your department's financial performance. If you are at all ambitious about your career and the advancement of your department, this is a "must attend" webinar. Learn More -
DFA3 Steve Nickelsen: How to get to 30% Net-to-Gross…A Plan Based on Dealership Case Studies
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Steve Nickelsen and Steve Probst of Nickelsen Partners
Original Air Date: January 19, 2012
Program Length: 100 minutes
How other dealers and dealer groups are achieving and maintaining 30% Net-to-Gross. If they can…You can too!
The long-established performance benchmark of "30% Net-to-Gross" remains elusive to many dealerships. Gross Profit pays the bills, but it doesn't take a financial wizard to understand that the ultimate goal is a healthy bottom line - net profit. So just how do you adjust and organize your dealership to achieve the 30% Net-to-Gross mark? Nickelsen Partners has been studying this benchmark goal to see just how some dealerships and dealer groups are hitting the mark consistently. Steve Nickelsen will present an action plan that you can employ in your store based on the established success of other dealers. Learn More -
DFA2 Jeff Sacks: What's Ahead in 2012 for Variable Departments & Other Concerns
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Jeff Sacks
Original Air Date: January 12 2012
Program Length: 85 minutes
How dealers and top managers can capitalize on the opportunities coming in 2012 while avoiding pitfalls
The car business has been good lately for most. Will the improved business and car sales trends of 2011 continue in 2012? What economic issues must car dealers watch closely to both maximize their gains in 2012, while avoiding mistakes that could bring about the opposite results? What strategies can we expect from the manufacturers once the 2011 supply constraints become a thing of the past? Each new year is filled with its own opportunities and obstacles. While predicting the future with total accuracy is not possible, there are clues to what will transpire. The key is to be nimble and alert. Jeff Sacks has taken a look at what are the key areas to focus on in the new year and during this webinar he offers his best "read" on where it is all headed. Learn More -
DFA1 Lloyd Schiller: Fixed Operations Growth Opportunities & Obstacles in 2012
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Lloyd Schiller
Original Air Date: January 5 2012
Program Length: 120 minutes
How dealers can both capitalize on big opportunities while avoiding wasted efforts and worse. How to plan for Fixed Ops growth in 2012
With each year comes new opportunities. This Webinar will feature Fixed Operations Guru Lloyd Schiller with his view on what dealers, GMs and service directors need to be looking at and planning for to make the most of 2012. While the economy continues to stumble along, Lloyd will tell you that profit problems in service and parts are mostly self-inflicted. The collapse of 2008-09 left many dealers overly cautious and that caution is costing them profits. Lloyd will look at an array of decisions that you need to be making now to both maximize fixed operations profits, but also to minimize losses resulting from bad decisions or a faulty view of the market. Lloyd is a “bull” and not a “bear” on what you can do to raise the bar in Fixed Ops in 2012. Visit with Lloyd and he will help you identify the path to rising service & parts profits! Learn More -
DEL3 Sherralyn Peterson: Sales Incentive Audits on the Rise - How to avoid an audit in your store!
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter:: Sherralyn Peterson, Automotive Incentive Specialist and former OEM Dealer Auditor
Original Air Date: December 15, 2011
Program Length: 90 minutes
An alarming increase in Sales Incentive audits by the OEMs should serve as a warning to all. Many dealerships are over-exposed to severe 6-figure charge backs. Time to shore up your defenses.
DealersEdge editors have been sensing an increase in OEM sales incentive audit activity. Most dealers carry huge liabilities in this area and are simply unaware of what might happen if they were selected for a Sales Incentive Audit. Sherralyn Peterson is a former OEM Dealer Auditor and now works independently with individual dealers to audit-proof their records and systems. She too has noticed increased activity and has agreed to spend 60-90 minutes with us on to share with you information about these audits that will help you avoid huge charge backs. You can wait until you are selected for audit -(hint: that's too late). OR, you can spend some time with us and get some concrete info on how to avoid the devastating impact of an OEM Sales Incentive Audit.
You will learn:
How dealers are selected for audit and how to determine if you could be a target
What triggers a Sales Incentive Audit and what are your early warning signals
Just how devastating the charge backs can be
A checklist of the key items and areas that are being audited
How many dealerships run afoul in the management, documentation and application of sales incentives
The value of having the right process and internal controls over your sales incentive and accounting records
Best practices of minimizing your risk and keeping your money! Learn More -
DEL2 Ken Hite: How to Rebuild Trust with Your Service Customers
Regular Price: $298.00
Special Discount Price: $149.00
(Recorded Webinar)
Presenter: Ken Hite of Clear Mechanic
Original Air Date: Thursday December 8th
Program Length: 80 minutes
Service customers cite "lack of trust" for abandoning your service dept. - Learn how you can turn that around and earn their business.
Are you losing service business because the customer simply does not trust you? The honest answer for most is -yes! We can argue that stereotypes fostered by bad publicity feed a misconception, but more often than not, we have earned a good bit of that mis-trust.
Customers want to do business with businesses they trust. But for decades consumer research surveys have indicated that customers rank the automotive repair shops near the bottom of all their customer service experiences. Number 1 reason - Lack of Trust!
The number 2 reason is lack of communication between service advisor and customer. Lack of trust and communication are costing the dealership a lot of profits.
But service advisers who are seen as trusted experts by their customers close 20% more of their additional service recommendations. How do the best dealerships and independent service providers build trust with their customers? Join Ken Hite of Clear Mechanic for a special "how to" session on building trust in the service drive.
You will learn:
The 4 pain points in the dealership service experience and how to ease them
Better ways to explain and validate repair recommendations
The role of transparency in developing a service customer's trust
Foolproof ways to make the service experience more transparent
How to use mobile apps and Smart Phone technology to keep customers in the loop
The role social media can play in building your service reputation Learn More