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Workshop Archive 2017

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Building a BDC to Boost Service & Parts Profits

Featuring: Joni Stuker

Air Date: December 14 2017
Program Length: 60 Minutes
SKU: DLL2

A detailed discussion of how to apply this tested & proven business-building process to help fuel service and parts growth!

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What’s New in Auto Sales Automation - What Works? - What is Worth the Cost?

Featuring: Stefan Drechsel of The Gillrie Institute

Air Date: December 7 2017
Program Length: 60 Minutes
SKU: DLL1

A Technology Review focused on New Sales, Used Sales and F&I

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Succession/Exit Part 2: Maintaining Income & Control While Engaging in a Gifting Strategy

Featuring: Don Hannahs, CFP® & Chris Dionot, J.D. (Licensed not practicing) of Planning Solutions Group, LLC

Air Date: November 30 2017
Program Length: 60 Minutes
SKU: DLK5

Pros and Cons of Gifting to the Next Generation While You Live or After Your Passing

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Fighting Lower Gross Margins & Rising Costs: Solutions for Dealership Expense Management

Featuring: Jodi Kippe & Steve Wojcicki, CPA

Air Date: November 16 2017
Program Length: 60 Minutes
SKU: DLK3

Gross margins have been shrinking in 2017 for auto dealers. At the same time your cost of doing business is on the rise. It is time to re-focus on ways to at least slow down those two alarming trends.

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Re-Thinking the Parts Pricing Matrix to Maximize Profits in 2017

Featuring: Chuck Hartle'

Air Date: November 9 2017
Program Length: 60 Minutes
SKU: DLK2

How to build the perfect parts pricing strategies for Customer, Wholesale and Internal sales. Explore the role of Price Escalators in search of the right balance for price, value and profits. Past workshop, updated for 2017.

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How to Attract & Reward Key Employees Via Compensation, Profit Participation and/or Ownership

Featuring: Joe Magyar and Tim Daum from Crowe Horwath

Air Date: November 2 2017
Program Length: 60 Minutes
SKU: DLK1 

This presentation will not only discuss how to compensate and attract top talent for acquisitions, but will also explore creative ways to reward and incentivize important key managers.

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Forecasting – Why Fresh Ideas and New Perspectives are Needed for Success in 2018

Featuring: Brooke Samples of Profit Blueprints

Air Date: October 26 2017
Program Length: 60 Minutes
SKU: DLJ4

If you want growth in 2018 you need to seek and embrace change. Brooke Samples’ advice: “Fire yourself and then re-hire the you you always wanted to be!”

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Declined Service Recommendations - Creating a Solid Follow Up Calling Process

Featuring: Greg Criss

Air Date: October 19 2017
Program Length: 60 Minutes
SKU: DLJ3 

Instead of just recording “Service Declined” on the repair order, how about creating a multi-step phone marketing process to bring some of that high profit work back into the shop?

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Successful Succession Planning for Today’s Auto Dealers

Featuring: Don Hannahs of Planning Solutions Group

Air Date: October 5 2017
Program Length: 60 Minutes
SKU: DLJ1

As more and more “boomer” auto dealers start looking to the next chapter in their lives, the need for a well thought out succession plan becomes an immediate emergency. This session will examine your challenges and opportunities.

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Basics Of Employee Handbooks in Auto Dealerships Today

Featuring: Charles Feuss, J.D

Air Date: September 14 2017
Program Length: 60 Minutes
SKU: DLI2

If it has been years since updating your Employee Handbook, you could be seeking rather than avoiding problems… Big and Small.

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In-House Process for Preparing Future GMs and Dealers for Your Auto Group

Featuring: Steve Nickelsen of Nickelsen/DealersEdge

Air Date: September 7 2017
Program Length: 60 Minutes
SKU: DLI1

New alternative provides a “grow your own” approach to successfully identify and prepare “bench strength” to fuel group expansion and/or Dealer succession.

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Mega-Trends Impacting Auto Retail Today… Highlights from the Haig Report

Featuring: Alan Haig, Founder & President of Haig Partners

Air Date: August 24 2017
Program Length: 60 Minutes
SKU: DLH4 

Maintaining the elevated level of profits enjoyed by new car dealers in recent years has become increasingly difficult. However, trends noted in the Haig Report also hold promise for tax relief, multiples and ROI. The party is not over yet!

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How to Create a Professional Image on the Service Drive… Become the Customer’s Trusted Advisor

Featuring: Steve Kwiatkowski

Air Date: August 17 2017
Program Length: 75 Minutes
SKU: ELH3

The key to securing a steady stream of service business… for NOW… but also for down the road … is to win the heart and loyalty of your current customers.

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New Spear Phishing Threats and Tips to Reduce the Risk of an Attack at Your Dealership

Featuring: Erik Nachbahr of Helion Technologies

Air Date:  August 10 2017
Program Length: 60 Minutes
SKU: DLH2

Hackers & Identity Thieves get more sophisticated… achieving trust via information found on Social Media- Auto dealerships are an attractive target.

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How to Apply for Retail Rates for Factory Reimbursed Warranty Claims

Featuring: Rob Campbell & Lou Young of Withum Smith & Brown

Air Date: July 20 2017
Program Length: 60 Minutes
SKU: DLG3

Learn how to apply and receive retail rates for parts and labor for your factory warranty repairs… in accordance with 40+ state laws

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New Electronic Service Department Applications. What You Need to Know

Featuring: Stefan Drechsel of The Gillrie Institute

Air Date: July 13 2017
Program Length: 60 Minutes
SKU: DLG2

Service Scheduling and Appointments, Tablet-Based Walk Arounds, Electronic Multi-Point Inspections… What works? What doesn’t? What’s Worth the Price?

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How to Build a Killer Business Plan for Service

Featuring: Don Tipton

Air Date: June 29 2017
Program Length: 80 Minutes
SKU: ELF5

No Coasting… How to Become a Service Business Builder

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How to Detect and Prevent Internal Theft

Featuring: Brooke Samples

Air Date: June 22 2017
Program Length: 90 Minutes
SKU: ELF4

It is almost always the long-term and very trusted employee that ends up stealing the most. Common sense detection and prevention techniques… 

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The Auto Controller WOW Factor - 5 Sure-Fire Ways to Create Quick Store-Wide Improvements

Featuring: Christine Andrews & Rob Campbell of Withum Smith & Brown

Air Date: June 8 2017
Program Length: 60 Minutes
SKU: DLF2


Counting the money is an important job. But Exceptional Controllers do so much more. Learn what you can implement today to bring quick bottom line improvement.

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Internet Ups: Guiding the Prospect from Email to Phone to Your Showroom

Featuring: Joni Stuker with Ryan Bongard

Air Date: May 4 2017
Program Length: 60 Minutes
SKU: DLE1

A practical guide to keep your prospects "in the net" until you can greet them on the showroom floor.

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Why 70% of Used Car Depts Underperform … and How to Unlock Your Real Used Vehicle Potential

Presenter: Steve Nickelsen

Air Date: June 1 2017
Program Length: 80 minutes
SKU ELF1 

Learn to identify and exploit the "low-hanging fruit" in your Used Vehicle Departments. Make Used Vehicles a Profit-Producing Powerhouse!

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Focusing on Talent Management to Improve Dealership Operations

Featuring: Kevin Baumgart

Air Date: May 11 2017
Program Length: 60 Minutes
SKU: DLE2

Buyers have Changed… Your People Need to Change Too to be Successful… How to Hire Winners.

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Telecom Technology Update: Cloud or Hardware…Which is Best for You

Featuring: Phillip Sherman

Air Date: April 13, 2017
Program Length: 60 Minutes
SKU: DLD2

Improvements in Telecom tech march on and dealership buyers need to stay current so you can be smart buyers of this vital business tool.

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How to Benefit from Tablets on the Service Drive

Featuring: Greg Criss

Air Date: April 6, 2017 
Program Length: 60 Minutes
SKU: DLD1

How tablets can benefit Service Drive Selling… But also how tablets can hide more significant selling process weaknesses. It's a tool not a magic pill.

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Effective Labor Rate Control and Management… The Art & The Science

Featuring: Ray Branch

Air Date: March 23, 2017 

Program Length: 80 Minutes
SKU: EJA1

Discover a plan and a painless process to significantly improve your Customer Pay ELR - Effective Labor Rate! Small almost invisible adjustments with huge bottom line impact!

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Re-Engineering Express Service… Secrets Behind Making It Work for the Dealership & Customer

Featuring: Don Tipton

Air Date:  March 2, 2017 

Program Length: 80 Minutes
SKU: EKF4

Today's service customers demand fast, efficient service for routine maintenance… Many managers complain that it just does not work…. Why not? It works for some!

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The Power of a Blended BDC to Drive Sales for the Entire Dealership

Featuring: Joni Stuker

Air Date: March 16 2017 
Program Length: 60 Minutes 
SKU: DLC2

How to integrate Sales, Service and Parts into your BDC initiatives and multiply the value of your customer base.

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How to Ride the Wave to Digital F&I Retailing

Featuring: Becky Chernek

Air Date: February 16 2017 
Program Length: 60 Minutes
SKU: DLB3

The F&I process in most dealerships has long been the bottleneck in the selling process resulting in more than a few unhappy and frustrated customers.

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How to Control Your Marketing & Ad Budget Using Moneyball Strategies

Featuring: Jim Flint

Air Date: February 2 2017 
Program Length: 60 Minutes 
SKU: DLB1

How to stop wasting precious marketing budget on Low-ROI efforts!

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Ideal Pay Plans for General Managers

Featuring: Jeff Sacks

Air Date: January 26 2017 
Program Length: 60 Minutes 
SKU: DLA4

How to Strike the Right Balance of Reward, Motivation and Stability

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Questions & Answers About Service Advisors - Exempt or Non-Exempt - OT or No OT

Featuring: Charlie Feuss J.D…. Employment Attorney

Air Date: January 19 2017
Program Length: 60 Minutes 
SKU: DLA3 

Charlie Feuss will bring some clarity to these issues - murky for years - and getting murkier

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How to Get More Smart Data From Your DMS

Featuring: Brooke Samples of Profit Blueprints

Air Date: January 5 2017 
Program Length: 60 Minutes 
SKU: DLA1

How to Fine Tune Account Numbers, Journal Sources, Schedules and DOCs to Create Smarter & More Profit-Focused DMS Reporting

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