This 2 day workshop is designed for managers interested in how to build a more profitable and competitive aftermarket parts and service business. You begin by conducting a detailed operations audit of your parts and service business to determine if "the basics" are in place before you invest in advanced business development activities. Learn how to retain the good customers you already have.
Examine how to monitor and understand customer perceptions about your service levels. Study the "what and why" of aftermarket marketing. Learn how being proactive can help you build a stead stream of profitable, desirable business. Examine how becoming more customer-focused can help remove between the gap between customer expectations and dealer performance. Learn how a basic aftermarket business plan can improve your communications with top management and optimize your return on the wide range of assets under your control.
Learn how to size up your parts and service market potential based on units shipped. Study how to evaluate relevant business trends. Discuss how to analyze competition to help structure your best offensive strategies. Learn how to compare your parts and service performance to industry benchmarks. See the BIG PICTURE and evaluate your strengths, weaknesses, opportunities and threats.
Discuss techniques that contribute most to collaboration and team play at your dealership. Learn how to work better with other managers to support the overall success of the dealership. Examine how to improve your own personal productivity and time management through a careful analysis of your own management style, work habits and personal preferences. Structure a cost-effective promotional system for your entire parts and service operations. Discuss how to cost-justify, supervise and help field customer service sales representatives succeed. Learn how to organize prospect list management, direct mail, telemarketing and the aftermarket sales blitz. Discuss how market segmentation can improve your return on promotional investments. Examine essential key account management techniques to build successful long term relationships. Study successful techniques to utilize planned maintenance contracts to build profitable, incremental parts and service business.
Learn how to put it all together In the Aftermarket Business Plan. Set goals, structure sales and profit improvement plans, establish manpower training and development schedule, lay out a capital equipment plan, build a promotional schedule, and set up a road map to meet your parts and service financial goals. Learn how to establish progress measures and effective controls to ensure success.
Preparatory readings and exercises will be in relationship selling, aftermarket sales and marketing and personal time management and productivity.
CALL 1-800-217-8509 FOR COURSE INFORMATION