Agenda

This development program consists of four sessions. Application assignments will be given between each session. Each session will incorporate a pre-test and post-test to reinforce and measure key learning points. A company improvement project will be assigned and participants will give a presentation on their project at the last session.

Times:

First two days:  8:00 a.m. to 5:00 p.m.
Last day:  8:00 to 1:00 p.m. approximately
Please arrive 30 minutes early the first morning for registration.

Session One: (2.5 days)
Organization and Leader-Manager High Performance Characteristics
The principles of high productivity, profitability and satisfaction are covered in this segment, including how to effectively manage any condition or situation.  Self-development, interpersonal skills and team development are also emphasized.

Learning Outcomes
• Total business success of the dealership
• Dealer roles as leader, manager and contributor
• High Performance Leadership assessment
• Attributes of successful dealer leaders & managers
• Skill building
• Managing and developing key business processes
• People management and development
• Effectively managing change
• Core business capabilities
• Successful strategic practices
• Creating a winning culture

Session Two: (2.5 days)
Financial Analysis and Balance Sheet
Participants are given a basic to intermediate-level introduction to financial analysis and accounting management within the equipment dealership. Learn the basics of sound financial management along with internal controls.  Successful completion of this module equips managers with the tools needed to understand as well as efficiently and effectively manage profitable dealership operations.

Learning Outcomes
• Financial and accounting terminology
• Financial relations in the dealership
• Interpreting dealership financial statements
• Basic accounting fundamentals
• Key expense ratios and financial metrics
• Plan, monitor & forecast financial performance
• Inventory management
• How/when to grow to different business plateaus

Sales Department Management and Processes
Key sales and F&I manager attributes are presented for participants to gain knowledge and understand the skills and concepts to effectively staff and profitably manage the sales effort. Varied interactive exercises are utilized to demonstrate the relationships and contributions of the departments to the whole dealership. Best practices are shared from high-profit and high-performance operations.

Learning Outcomes
• Sales and F&I manager roles and responsibilities
• Management, margin and inventory systems
• Sales processes that support total dealership stability and growth
• Key metrics to monitor and manage in the F&I and Sales department
• How to create and use inventory management systems
• How to create and use a sales process

Session Three: (2.5 days)
Aftermarket Management
Participants develop an understanding of service department and parts department operations and the skills and processes required for managing each profitability. The contribution and relationship of the parts and service departments to the sales department are carefully examined through interactive exercises to realize the overall potential to both the external and internal customer base. Best practices are shared from high-profit and high-performance operations. Sample financial statements are used as class exercise to illustrate where the numbers come from and how to analyze where operational changes can or should be made. The concentration in this session is on identifying how to create solutions from the key metrics.

Learning Outcomes
• Aftermarket keys to success
• Scorecards, what needs to be measured & monitored
• Keys to managing multiple departments
• Business Plateaus at the department level
• Service & parts key performance indicators
• Pricing, recovery, and capacity
• Parts and service planning
• Financial analysis
• Asset management
• Role of parts & service departments in the dealership
• Parts & inventory management
• Marketing

Session Four: (2.5 days)
Course Project Presentation and Graduation
The final session consists of the course participant teams presenting their applications projects to the entire class, as well as discussion and review debriefs after each.  Attendees may be invited from participating organizations.  Other summary activities may be included.  This session concludes with a graduation ceremony and awarding of certificates for successful completion.

Learning Outcomes
• Team applications projects sharing
• Selective presentations
• Summary development activities
• Graduation and program development sharing

FAQ

What are the enrollment criteria for the Dealer Candidate course?

• • Branch or General Managers in farm equipment, marine, powersports, RV, trailer, or similar dealerships
  • Mid-Level managers who are being groomed for promotion or are assuming greater responsibility
  • Dealer principals who can benefit from a better understanding of the financial, operations, strategic and people management aspects of the business
  • Participants in Dealer Candidate typically have a minimum of two years’ experience in a dealership, are an owner, or an employee under consideration for future leadership in the business.

Do you offer additional support?

• • Attendees may opt to receive a review and analysis of their financial statements. Bring your last year-end statement to the first session. Each participant takes home a full set of materials that includes the tools, processes, tips and forms needed for implementation and reference. You’ll also receive access to our help desk via email or toll-free phone for help with any questions you have when implementing what you’ve learned.
    

How much does this course cost?

$7,425 per attendee

All prices U.S. Dollars; pricing in CAD available upon request.

Terms & Conditions

1. Payment in full is due at the first session. Payment is non-refundable once the course starts.
2. Courses are specialized and produced on a limited basis. They require a prescribed number of enrolled students. If this number is not reached, the course will be rescheduled or cancelled at NCM’s discretion. Canceled course fees (but not non-refundable travel costs) will be refunded or applied to a future session at client’s direction.
3. The progress and success of your student is shared between your student, the business/supervisor, and NCM. Students are expected to attend each session, complete all assignments on time, and participate fully in the course. If a student misses a session, they may choose to attend another already-scheduled session as makeup. Course scheduling is at the discretion of NCM and makeup opportunities may not be available.
4. It is expected of each student’s supervisor to monitor progress, share relevant business information, and fully support student engagement and development throughout the course duration.
5. To facilitate support of students, the supervisor is entitled to attend one class session per course. This shows support for student development, allows exposure to the quality of our instruction, and provides a shared learning opportunity that increases effectiveness of the learning applications within the business. Visits are to be pre-approved and arranged in advance.