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Training Webinar Schedule
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Sept 9th
 Case Studies in Successful Customer Loyalty
How Dealerships Are Bringing Them Back Again and Again
Thursday September 9 at 1pm Eastern
Everyone knows that it should be easier to re-sell and existing customer than it is to go out and find a new one. The basic building blocks of customer loyalty are a quality product or service delivered at fair prices, but also in a way that makes your customers know that they are appreciated and valued. Customer Loyalty programs and systems abound - just how do you know which one, if any, will work best in your dealership. On September 9th visit with Mike Gorun from MediaTrac as we explore case studies of successful customer loyalty initiatives in the dealership environment.
(TCDi2) $198 Members / $298 Non-Members
Presenter: Mike Gorun, MediaTrac
Sept 16th
 Case Studies: Service Departments Winning Back 2nd & 3rd Owner Vehicles
How Service Mgrs are revamping their business plans to open up a market segment previously dominated by the corner garage and chain retailers.
Thursday September 16 at 1pm Eastern
Learn what is different about the "corner garage" that keeps customers coming back over and over again as their vehicles age. Ed Kovalchick is a nationally-known service management trainer and for about 18 months he has devoted almost all of his time studying what makes the corner garage tick. His findings will amaze you - the average customer comes back 4 times per year producing a 2.7 hour repair order with each visit. Working on vehicles with an average age of 9 years, parts sales exceed labor. On Sept 16th Ed will profile several dealership service departments that have transformed a segment of their shop into The Garage® with some amazing results. It takes a change of mindset - Ed will show you how you can make it work in your dealership. This can open up a whole new business in service.
(TCDi3) $198 Members / $298 Non-Members
Presenter: Ed Kovalchick, Net Profit Inc.
Sept. 23rd
 How to Create a Consistent Selling Process on the Service Drive
Case Studies of how service departments have achieved huge sales increases by consistently delivering a professional selling presentation
Thursday September 23 at 1pm Eastern
How can your service department create the consistent selling process so often in evidence in the showroom? This question has vexed dealers and service managers for decades. The selling discipline taught and enforced in so many dealership showrooms is almost always absent once you get to their service drives. On September 23rd, system-selling guru, Steve Kwiatkowski of Liqqid Inc. will bring you real life examples of dealerships employing new tools to impressively increase maintenance package sales. Meet some of the dealer and service managers as they tell you how their success was realized. We all know there are huge profits to be earned in these sales - now you can learn how other dealerships have achieved their success in selling more high-profit maintenance packages.
(TCDi4) $198 Members / $298 Non-Members
Presenter: Steve Kwiatkowski, Liqqid, Inc.
Sept 30th
 Tips and Tactics for Converting Phone Ups to Appointments
The art of creating more opportunities from telephone inquiries
Thursday September 30 at 1pm Eastern
Dealerships spend a ton of money in an effort to get customers to raise their hands. Many make their first contact with the dealership by telephone. It's absolutely no secret that the challenge is to get that prospect off of the phone and into the dealership. On September 30th, Jerry Thibeau will offer a laundry list of tips and word tracks designed to bring the customer into the selling arena. It's your job to get them past their fears and insecurities, Jerry will provide you with proven processes to do just that.
(TCDi5) $198 Members / $298 Non-Members
Presenter: Jerry Thibeau of Phone-Up Ninjas
Oct. 7th
 Mike Nicholes on Reconciling Actual Parts Inventory to the General Ledger
Taking the struggle out of this important monthly process
Thursday October 7th at 1pm Eastern
Dealers, General Managers and Controllers will compare the General Ledger entry for parts inventory against what the Parts Manager says he actually has on hand. When unexplained differences climb to just small percentages of total inventory it puts a lot of money into a cloud of doubt. Reconciling these two measures of the dealership investment in parts is vitally important. A lack of clear understanding of why they are yielding different dollar figures could represent lost profits or even theft. Visit with Mike Nicholes as he discusses both the importance of this monthly exercise as well as how to achieve the goal of a fully reconciled parts inventory without the usual stress that this process causes.
(TCDJ1) $198 Members / $298 Non-Members
Presenter: Mike Nicholes, Nicholes Capital Management
Oct. 14th
 Six Profit Opportunities in New & Used Sales and How to Make them Work
Creative ways to bring more cash to the bottom line in your new and used vehicle departments.
Thursday October 14th at 1pm Eastern
If buying a car or truck is a complicated process, then selling one is even more so. Ordering, stocking, advertising, displaying, analyzing, financing, CSI surveys, compensating sales staff, keeping that same staff motivated and productive - all make for a very busy department - even when you are selling fewer units than you were a few years ago. Dealers who have survived the last couple of years really know how to squeeze a nickel and necessity has demanded that they find a few new ways to bring more profit to the bottom line. Steve Nickelsen of Nickelsen partners has had a front row seat through these tough times and has witnessed some creative methods for finding new ways to make money in the new and used vehicle departments. In this webinar Steve will highlight six often overlooked profit opportunities in your variable operations and how you can bring more money to the bottom line.
(TCDJ2) $198 Members / $298 Non-Members
Presenter: Steve Nickelsen of Nickelsen Partners
Oct. 21st
 Now Generation Car Shoppers Demand a New Generation Selling Process
How more and more dealers are adopting a "negotiation-free" selling model with huge success- improved gross & employee and customer satisfaction while lowering selling costs!
Thursday October 21st at 1pm Eastern
Perhaps the Internet has changed everything - Customers are no longer in the dark about car prices. Online review sites give the disgruntled customer a megaphone to share their experiences with your dealership. Young educated sales staff prospects are shunning the old command and control showroom selling system. And the costs of running a traditional showroom process continue to climb while effectiveness wanes. So says, Mark Rikess of The Rikess Group. Mark with join us on Oct 21 to discuss how and why so many dealers and dealer groups are taking action by changing the culture in their showrooms to a more transparent and open non-negotiation- based selling system. Case studies demonstrate the effectiveness of this approach - now it's up to brave dealers to be the catalyst for change in their showrooms. Mark will explain how successful non-negotiation selling dealers are taking the plunge and then making it work for all involved.
(TCDJ3) $198 Members / $298 Non-Members
Presenter: Mark Rikess of The Rikess Group
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