FACILITATED by. General Manager. This is a 2-1/2 day. Jeff s responsibility during this course is to JEFF SACKS. Workshop.

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Lillian Preston
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WHERE GOOD general MANAGERS LEARN HOW TO BE great! This is a 2-1/2 day course designed and facilitated by Jeff Sacks, an industry-known premier trainer of over 1,000 General Managers.

Jeff will dig deeply into the operational challenges and opportunities of specific departments and will help you create a business model that will improve your personnel productivity, asset

Jeff s responsibility during this course is to improve your operational understanding of each of the following departments: Service, Parts and Accounting.

1 WHERE GOOD general MANAGERS LEARN HOW TO BE great! This is a 2-1/2 day course designed and facilitated by Jeff Sacks, an industry-known premier trainer of over 1,000 General Managers. If you want to be more knowledgeable on total dealership operations and become a more effective General Manager, this course is for you. Jeff will dig deeply into the operational challenges and opportunities of specific departments and will help you create a business model that will improve your personnel productivity, asset management and expense control metrics, and the profits of eac h department. Jeff s responsibility during this course is to improve your operational understanding of each of the following departments: Service, Parts and Accounting. He ll teach you what questions to ask and when to ask them. He will help you develop a game plan for your organization and for each department, sharpen your operational and financial analytical skills, improve your problem solving capabilities, and give you the tools you need to help lead your team to execute on your vision. General Manager Workshop FACILITATED by industry expert JEFF SACKS Course Curriculum: Accounting Office Service Department Parts Department Pre-Owned Department Internet Activities Customer Retention Strategies Pay Plan Management & Design How to Implement Change SEPTEMBER 14-16, 2010 SAN DIEGO, CA - book your spot now - CALL NOW TO OR SIGN UP ONLINE - seating is limited - Questions? asmith@jeffsacksauto.com

2 jeff sacks will give you the tools to lead your team and execute on your REAL SOLUTIONS FOR REAL PROBLEMS! The feedback on this workshop has been overwhelmingly positive with many senior dealer executives using this forum to fast track their GMs to a higher level of knowledge, understanding and performance. They return to the dealership with a vastly improved understanding of dealership operations, as well as a road map on how to monitor, manage and improve departmental operating standards, protocols and performance. vision Jeff s approach is direct and focused. During this workshop, he will share the following with the attendees: A comprehensive overview of department functionality - What are the key profit drivers, what issues are holding back financial performance and where are the best profit opportunities to pursue? The key financial and operating metrics, by department Proven best practices that help drive performance and make you more money Job descriptions for each management position The most effective management reports to use to monitor and manage gross margins, expenses and their asset management efforts and disciplines A General Manager checklist on what to look for and when In addition, Jeff will spend time on the following disciplines: 1. Used Vehicle Management - Used vehicle profitability starts with managing used vehicle inventory. This encompasses an aging policy, a reconditioning process, market driven pricing, and managing aging and cycle time. A case study on how one large group dramatically outperformed and outdistanced it s peers by doing the right things on a consistent and repeatable manner. 2. Customer Retention Strategies - Keeping your customers in an imperative for any forward thinking retail organization. The most effective processes on how to convert sales customers to service customers, and vice versa, as well as how to reduce your defections will be shared. 3. Internet Strategies - What are the three key internet business models and which one fits your dealership s culture? The key internet metrics to manage and how to start on the journey to have your closing ratio of leads to deliveries climb to 20%. 4. Pay Plans - Pay influences behavior and the class will be exposed to innovative pay plans that have helped improve personnel productivity, CSI, customer retention metrics and many more elements. 5. Leadership - Management is the allocation of resources to undertake task-based activities. Leadership is making your people more successful. This leadership segment will share insights on how to become a better leader, delegate more judiciously and make your people more successful. Jeff Sacks, President of Jeff Sacks & Associates TESTIMONIALS (Jeff Sacks Auto - NADA University Partner), brings over 30 years of real life retail automotive experience to Real world lessons from a real world instructor. this course. He has been training automobile GMs in a formalized setting for over 14 years. His clients include I can honestly say this training is well worth the manufacturers, public auto companies and many of the investment. most successful private dealer groups. Joe Serra, Serra Automotive An eye opening experience. Highly recommend this for GMs and GM-wanna-be s. Paul Morgan, Park Place Motorcars real world, real discussions, real solutions!

3 Jeff Sacks presents General Manager Workshop Course Objective This course is designed for General Managers and potential General Managers of automobile dealerships. 1. The intent of this workshop is for participants to gain additional knowledge and expertise about total dealership operations and leadership skills. This is done through the use of customized resource materials, case studies, the sharing of best practices and a comprehensive General Manager checklist, by department. 2. The leadership skill sets of the attendees will be sharpened by the sharing of implementation strategies that will create employee buy-in and facilitate change. 3. The operational performance, key metrics and best in class processes of the following departments will be addressed during this workshop: a. Accounting office b. Service department c. Parts department d. Pre-owned department 4. The following strategic and continually evolving dealership-wide initiatives and processes will be addressed during this course: a. Internet Activities: i. Which internet sales models are currently being used nationwide and which one will be the most effective for your dealership. What control mechanisms are being used in order to optimize opportunities. ii. Which internet service model makes sense for your dealership. b. Customer Retention Strategies: i. Adopting a customer contact blueprint that leads to higher customer retention in sales and service. ii. Managing customer defections. c. Pay Plan Design & Development: i. Sharing of innovative and successful pay plans that stimulate higher productivity, improved expense controls, team work, customer retention and higher CSI. Course length: 2-½ days Course Curriculum 1. Accounting Office: a. Basic dealership accounting and deal flow: Where are the paper flow bottlenecks and what steps can be taken to reduce these impediments. b. Financial statement analysis and interpretation: What is important and what questions to ask. c. The financial disciplines and reporting requirements that will improve asset management performance and dealership cash flow. d. How to effectively monitor and control the profit margin performance of each department via timely and effective reporting protocols of key performance indicators. PAGE1

4 Course Curriculum (cont.) e. How to effectively manage expenses. f. Leveraging technology to help department managers become more successful. g. A daily, weekly and monthly checklist that should be in place and utilized to ensure that the accounting department is functioning appropriately. h. How to develop the role of the Controller as to become a truly operational partner to each senior dealership manager. 2. Service Department: a. Service department terminology: What are the important elements that need to be understood in order to create a highly profitably service department. b. Case study Repair Order Analysis the elements necessary to improve department profitability. c. The essential performance drivers of service department profitability: What are they and how are these elements to be tracked, monitored and improved upon. d. What are the essential service management reports that should be reviewed, how often, with whom, and what to look for. e. Creating a service advisor monthly review format that will lead to increased productivity and improved bottom-line performance. f. Designing and implementing customer retention strategies to ensure year-over-year increases in customer repair order growth, as well as improved customer loyalty. g. Service department pay plans that promote productivity, profitability and team work. h. A daily, weekly and monthly checklist that should be in place to ensure optimal service department functionality and profitability. 3. Parts Department: a. Parts department terminology: What are the key elements that need to be understood and tracked. b. Interpreting the parts management report and what to look for. c. Managing special order parts. d. Parts inventory management: Reducing and eliminating parts obsolescence and keeping the inventory current. e. Pay plans that address issues, such as gross profit generation, parts obsolescence, parts price increase and back counter productivity. f. A daily, weekly and monthly checklist that reviews parts department functionality and performance. 4. Pre-Owned Department: a. The essential elements that must be in place in order to have a successful and profitable pre-owned department. b. How to create the ideal inventory model mix. c. Best in class practices that have made dealerships exceedingly successful in preowned business. d. Policies, procedures and protocols that address marketing, pricing, reconditioning, appraising, wholesaling and aging issues. e. Pre-owned operational and process questionnaire. f. A daily, weekly and monthly checklist to monitor and manage pre-owned departmental performance and profitability. 5. Internet Initiatives: a. Organizational structure and best practices variable. b. Organizational structure and best practices fixed. PAGE2

5 Course Curriculum (cont.) c. The most pertinent internet metrics: What they mean, why are they important and how they will improve performance. d. Pay plans associated with internet activities. e. A daily, weekly and monthly checklist to ensure optimal internet departmental performance. 6. Customer Retention Strategies: a. Statistical analysis: Financial benefits of high customer retention. b. Top retention practices by best in class dealerships on processes used to retain sales and service customers. c. Pay plans that encourage and reward customer retention. 7. Pay Plan Management & Design: a. Pay plan design basics: Setting goals, monitoring progress, and motivating and rewarding employees. b. Dealership pay plans that work: Examples of pay plans that have made a positive difference to dealership performance. 8. Implementing Change: An important component of a leader s skill set is the ability to render a mission or vision as actionable. Throughout this session, optimal methods for introducing concepts and strategies in order to implement changes, and then how to track these changes, will be discussed and reviewed. Course Facilitator Jeff Sacks, Jeff Sacks & Associates Jeff brings over 30 years of real life retail automotive experience to this course. His clients include manufacturers, public auto companies and many of the most successful private dealer groups. This is not theory, but the necessary elements required to successfully operate a retail automotive dealership in today s business environment. Jeff has been training automobile General Managers in a formalized setting for over 14 years. The feedback on his workshop for automotive General Managers has been overwhelmingly positive with many senior dealer executives using this forum to fast track their General Managers to a higher level of knowledge, understanding and performance. Many General Managers will attest to returning to the dealership after having attended this course with a vastly improved understanding of dealership operations and a road map on how to monitor, manage and improve departmental operating standards, protocols and performance. Tuition $1,995 per attendee. This fee includes continental breakfast and beverage breaks daily, lunch on the first two days, and all course materials. In addition, after returning home, Jeff will be available for telephone conversations and/or s when questions or concerns might arise. ((PLEASE NOTE: Full tuition due upon registration, per attendee, prior to the session. Due to guarantees required in advance of the meeting, cancellation fees are applied as follows: $ days prior to session (cancellation fee will be waived with rescheduling, minus $200 handling/processing fee); $1, days prior to session (cancellation fee will be waived with rescheduling, minus $400 handling/processing fee). Non-attendance without prior notification* will result in full forfeiture of funds.)) PAGE3 *Must call by 3 pm PST the Friday before the seminar

6 GENERAL MANAGER WORKSHOP REGISTRATION FORM PLEASE SEND REGISTRATION WITH CHECK OR CREDIT CARD INFORMATION TO JEFF SACKS & ASSOCIATES SEE INSTRUCTIONS AT THE BOTTOM OF THIS FORM PLEASE COMPLETE FOR EACH ATTENDEE. COPY & ATTACH ADDITIONAL FORMS IF NECESSARY. September 14-16, 2010 San Diego, CA NAME NICKNAME (FOR NAME TAG) PLEASE RESERVE SPACE FOR (PLEASE PRINT): COMPANY ADDRESS TITLE CITY STATE ZIP PHONE FAX FRANCHISE(S) REFERRAL SOURCE Total Registration Fee - $1,995 per attendee (does not include hotel or travel expense) Cancellation Fees: $ days prior to session (will be waived, minus $200 handling/processing fee, with rescheduling) $1, days prior to session (will be waived, minus $400 handling/processing fee, with rescheduling) Non-attendance without prior notification* will result in full forfeiture of funds *Must call by 3 pm PST the Friday before the seminar begins. CHECK ENCLOSED (make payable to Jeff Sacks & Associates) PAYMENT INFORMATION (please pay prior to seminar): CARD # EXPIRATION DATE CARDHOLDER NAME BILLING ADDRESS CITY STATE ZIP SIGNATURE ADDITIONAL PARTICIPANT INFORMATION YOU WISH TO PROVIDE: ref code: avml INSTRUCTIONS: 1. KEEP A COPY FOR YOUR RECORDS 2. MAIL/FAX/ (ASAP) TO: AMY SMITH C/O JEFF SACKS & ASSOCIATES 5580 La Jolla Boulevard #391, La Jolla, CA Phone: or Fax: asmith@jeffsacksauto.com

Service Managers Training Program

Mechanical Service Contractors of America Service Managers Training Program March 19-22, 2018 Royal Sonesta Harbor Court Baltimore, MD 1385 Piccard Drive Rockville, MD 20850 P: 301-869-5800 F: 301-990-9690