Sales Management Workshops

Click Workshop Image to access Video Recording, Streaming Podcast / Mp3 Download, Handouts and Executive Summary.

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LIVE OCT 3 The Key Performance Indicators for Today’s Used Car Market

Margin Compression and Competition are the primary challenges in today’s used vehicle marketplace. Knowing your “numbers”… your KPI targets… will help you operate more efficiently!
 

Featuring: Ed French of AUTOPROFIT
Air Date: October 3 2019
1pm Eastern/ 12pm Central / 11am Mountain / 10am Pacific
Program Length: 60 minutes 
SKU DNJ1

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Health Check: Used Vehicle Departments

Ed French’s Six Strategies for Creating a High Performance Used Car Operation

Featuring: Ed French of AUTOPROFIT
Air Date: Thursday May 16 2019
1pm Eastern/ 12pm Central / 11am Mountain / 10am Pacific
Program Length: 60 minutes 
SKU DNE3

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Planning for Huge Changes in Auto Retailing

Featuring: Alan Haig of The Haig Partners
Air Date: February 14 2019
1pm Eastern/ 12pm Central / 11am Mountain / 10am Pacific
Program Length: 60 minutes 
SKU DNB2

Disruptive Trends and Technologies Threaten to Upend Auto Dealership Business Models in the Coming Decades. 

What is your plan? 

What are your potential options?

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How to Find, Hire and then Keep Highly Productive BDC Reps

Featuring: Featuring: Joni Stuker
Air Date: January 10 2019
1pm Eastern/ 12pm Central / 11am Mountain / 10am Pacific
Program Length: 60 minutes 
SKU DNA2

The tasks of your BDC require some special skills and temperaments. Recruiting the right person, with the base skills, personality traits and ability to learn can be difficult.

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7 Point Checklist for CRM Choice & Due Diligence

Featuring: Stefan Drechsel of The Gillrie Institute
Air Date: Thursday November 8 2018
1pm Eastern/ 12pm Central / 11am Mountain / 10am Pacific
Program Length: 60 minutes 
SKU DMK2

Fresh from a Gillrie Survey on CRM dealership satisfaction, Stefan Drechsel offers a list of considerations for your dealership organization

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Why Many Dealership BDCs Fall Short & How to Fix It

Featuring: Joni Stuker

Air Date: April 19 2018
Program Length: 60 Minutes
SKU: DMD3

The time and money you spend on installing, training and hiring is often wasted, if you have neglected the absolute need to get all stake holders on board.

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Understanding the Automotive Financial Statement for GMs and Dealership Department Managers

Featuring: Brooke Samples of Profit Blueprints LLC

Air Date: February 22 2018
Program Length: 60 Minutes
SKU: DMB4

Popular Skill Workshop Returns with Revisions & Additions in Response to Attendee Questions & Concerns

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How to Manage Auto Dealership Online Reviews

Featuring: Jon Eyre & Matt Boyce of Podium

Air Date: January 11 2018
Program Length: 60 Minutes
SKU: DMA2

Positive Online Reviews not only drive car-buying traffic, but enhance your profile on sites like Google, Cars.com, DealerRater and Edmunds

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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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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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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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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 Effectively Use Video on Tablets in the Sales Process

Featuring: Bruce Polkes and Mark Pantages of Intellacar

Air Date:  October 13, 2016
Program Length: 60 Minutes
SKU: DKJ2 

Tablets in the showroom to aid in the sales process are now commonplace and effective. Join this online workshop to learn from a couple of pros just what you can easily accomplish creating and using videos in your sales process.

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How to Find, Hire and then Keep Highly Productive BDC Reps

Featuring: Joni Stuker

Air Date: September 29, 2016 
Program Length: 60 Minutes
SKU: DKI5 

The tasks of your BDC require some special skills and temperaments. Recruiting the right person, with the base skills, personality traits and ability to learn can be difficult.
Join Joni Stuker as she presents a plan for building a strong and productive BDC… stocked with the best BDC reps available.

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What Used Vehicles You Should Inventory to Maximize Sales & Profits

Featuring: Steve Nickelsen of Nickelsen/DealersEdge

Air Date: Spetember 22, 2016 
Program Length: 30 Minutes
SKU: DKI4

If you do not have the vehicles your used car customers want… it's obvious that you are just not going to make the sale… somebody else will!

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How to Strap a Rocket to Your Used Car Department

Featuring: Steve Nickelsen

Air Date: Tuesday July 19, 2016

Program Length: 60 Minutes
SKU DKGA


"…50 to 75% fail to fully capitalize on their used car potential." Steve Nickelsen

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Prospecting: How to Generate 1/3 of Your Monthly Sold Vehicles from this Category

Featuring: Joni Stuker

Air Date: May 19, 2016 
Program Length: 60 Minutes

SKU DKE3

You hope sales reps and your BDC are successfully capturing leads via Prospecting Techniques… But are they? Joni Stuker shares her favorite strategies for improving performance in this vital lead category.
Whether you are a Sales Rep on the Showroom Floor, or a BDC rep in the call center, you will benefit from these tried and tested approaches to prospecting for sales leads. Need more leads… here they are! Let's think outside the box!

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"Geo-fencing" Offers Auto Dealers Amazing Access to Cell Phones of Customers and Prospects

Featuring: John Possumato of Automotive Mobile Solutions

Air Date: May 5, 2016 
Program Length: 60 Minutes

SKU DKE1

Provides the ability to connect with customers and prospects within a defined geographical area… Great for bringing them back into your store. Does not required an installed APP on their phones. Learn how you can employ this amazing technology.

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How to Increase Sales and Profits from CPO Vehicles

Featuring: Jim Flint

Air Date: April 7, 2016 
Program Length: 60 Minutes

SKU DKD1

How technology can help beat the competition in Certified Pre-Owned Market

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Guiding Your Team to Success… The Management Magic of One-on-One Coaching

Featuring: Steve Nickelsen

Air Date: December 17, 2015
Program Length: 60 Minutes

SKU DJL3

Becoming a successful manager is all about getting the very best from every member of your team. 
Learn the secrets of "1 on 1 Coaching" and how this skill can make you a super star manager!

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BDC Managers - 5 Top Sure-Fire Bottom Line Builders

Presenter: Joni Stuker

Air Date: May 28, 2015
Program Length: 80 Minutes 

SKU DJE4

Learn the Top 5 improvements that most BDC Mgrs can employ today to grow the bottom line… right now! The Low-Hanging Fruit is just begging to be picked!

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Sales Managers: 5 Surefire Quick Fixes for Immediate Profit Improvement

Presenter: Steve Nickelsen of Nickelsen Partners

Air Date: Thursday May 21, 2015
Program Length: 80 Minutes

SKU DJE3

Learn the Top 5 improvements that most Sales Mgrs can employ today to grow the bottom line… right now! The Low-Hanging Fruit is just begging to be picked!

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How to Reconcile & Explain Differences Between the Sales/CRM Gross and the Accounting Gross

Presenter Sandi Jerome

Air Date: February 26, 2015
Program Length: 60 Minutes
SKU DJB4 

How to Reconcile the Differences and educate each other to reduce misunderstanding, mistrust and sometimes all-out inter-departmental warfare.

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Habits & Practices of Exceptional BDC Managers

Presenter Joni Stuker

Air Date: January 20, 2015
Program Length: 70 minutes

SKU DJA3

Some BDCs Succeed Beyond Expectations… Others Flounder or even Fail. The Difference is almost always the Manager. The Exceptional BDC Mgr makes it work!

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Habits & Practices of Exceptional F&I Managers

Presenter: Becky Chernek

Air Date: January 15, 2015
Program Length: 90 minutes

SKU DJA2

Learn the skills and habits of the most skilled F&I Managers in the business. By the way… also the most highly compensated.

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All Dealership Mgrs: How to Coach Your Team to Success… Easy to Follow Process for Record-Breaking Results

Presenter: Steve Nickelsen of Nickelsen Partners

Air Date: December 28, 2014
Program Length: 80 Minutes
SKU DHL3

Being a successful manager is all about getting the very best out of every member of your team. Learn the magic of one-on-one coaching.

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Fixing the F&I Bottleneck… to Satisfy the Customer's Needs and Demands Without Killing Profit

Presenter: Becky Chernek of Chernek Consulting. Speaker info - DealersEdge.com/Chernek

Air Date: December 4, 2014
Program Length: 80 Minutes

SKU DHL1


How to speed up the process without damaging F&I profit opportunities. Learn to engage the F&I process with the customer's needs front and center!

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Habits and Practices of the Exceptional Used Vehicle Manager

Steve Nickelsen 

Air Date: September 25, 2014
Program Length: 72 Minutes

SKU DHI4

Used Vehicle Success is often the result of the efforts of an exceptional manager who has properly defined the tasks and designed the process to make it all work!

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Effective Dealership BDCs… What's Working & What to Avoid

Presenter: Joni Stuker President of Owner Connect.

Air Date: August 14, 2014
Program Length: 90 minutes

SKU DHH2

According to Joni Stuker there is a direct correlation between very successful dealerships and those employing an effective BDC strategy! Learn what is working for those who do BDCs best!

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How to Plan & Conduct a Strategic Planning Process A Six-Step Process that Insures Results

Presenter: Steve Nickelsen

Air Date: February 6, 2014
Program Length: 70 minutes
SKU DHB1 

Stop "fighting fires" and start focusing on growing your business…Create solid growth goals and the actionable plan to make it happen!

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How to Self-Audit Your Own F&I Process & Compliance

Presenter: Terry Dortch, President of Automotive Compliance Consultants

Air Date: October 24, 2013
Program Length: 80 minutes

SKU DGJ4

How to minimize financial and reputation damage from customer lawsuits and audits from regulatory agencies! 6 and 7-figure audit liabilities are common. Learn to steer clear of often hidden F&I pitfalls.

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How to Generate Your Own Sales Leads by Effective Prospecting Via the BDC and Beyond!

Presenter: Joni Stuker of Owner Connect LLC

Air Date: July 25, 2013
Program Length: 75 Minutes 

SKU DGG4

The easiest way to generate leads is to buy them! But it might not be the most effective.

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Video Marketing Strategies That Sell Cars

Presenter: Brian Pasch of PCG Digital Marketing

Air Date: July 2, 2013 
Program Length: 85 Minutes

SKU DGG1

Studies confirm that online video is an effective marketing tool that drives prospects to act? And more and more auto dealers are learning to use video strategies to enhance their marketing and influence prospects to visit the showroom and purchase. Learn how it is done! 

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Seven "Ps" for Success in Accessory Sales

Presenter: Sidney Haider of izmocars

Air Date: May 9, 2013
Program Length 100 minutes

SKU DGE2

Still un-tapped by most dealerships - Accessories are a $30+ Billion Market! How to get in the game. Some dealers bag an extra $500 to $1,000 gross profit per unit.

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A Follow-Up Process to Increase Vehicle Sales to Unsold Internet Leads

Presenter: Jennifer Suzuki of eDealerSolutions

Air Date: May 2, 2013
Program Length: 80 minutes

SKU DGE1

Tips, Scripts and Templates for following up with unsold and otherwise cold Sales Leads.

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New Trends in Automotive Sales Force Management - Recruitment, Compensation & Management Style

Presenter: Steve Nickelsen

Air Date: April 11, 2013
Program Length: 90 minutes
SKU DGD2 

The impact of the massive Generation "Y" is already making itself evident in your showroom. Adjust to the demands and preferences of Gen Y to attract and keep the best of this generational cohort.

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What Variable Department Managers Need to Know About the Financial Statement…

Presenter: Sandi Jerome of The Super Controller Group
Air Date: March 21, 2013
Program Length: 75minutes

SKU DGC3

Better understanding of the financial statement can help guide you to higher gross profit and more bottom line profit. Learn how…

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How Some Dealers are Capturing 40+ Additional Units by Selling Cars On the Service Drive!

Presenter: Wade Berquist, V.P. at Service Turn, a Division of TEGA Technologies
Air Date: February 5, 2013
Program Length: 82 minutes

SKU DGB1

Presentation will include a case study of a Kia dealership that went from zero to 20+ units per month off the Service Drive. Learn about the process, the technology and the accountability that makes it work.

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Sales Tax Audits in Dealerships… Large 6 & 7-Figure Judgments are Becoming More Common- Prepare Now!

Presenter: Joseph Roznai, CPA with Michael Silver & Co.
Air Date: January 17, 2013
Program Length: 105 minutes

SKU DGA3

Example: Mountain States dealer gets hit for over $600K due to a somewhat murky definition of "loaner vehicles"…among a long list of common 'gotcha' violations.

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21st Century Process for Closing More Sales - For Sales & Internet Managers!

Presenter: Jennifer Suzuki, President of eDealerSolutions
Air Date: October 25, 2012
Program Length:  *0 Minutes

SKU DFJ4

After you master the creation of more 'ups' - now guide your team to improved closing ratios!

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How to Fine-Tune the New Vehicle Departments to Spot Weaknesses and Supercharge Results

Presenter: Brooke Samples
Air Date: June 21, 2012
Program Length: 90 minutes

SKU DFF3

Are your New Vehicle Departments operating at peak efficiency and profits? Just how would a knowledgeable "outsider" measure and analyze this key profit center? Let's find out!

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Business Development Centers - Industry Best Practices.

Presenter: Presenter: Cory Mosley
Air Date: May 17, 2012
Program Length: 80 Minutes

SKU DFE3

What your competition does not know and how you can use these Best Practices to beat them in a competitive marketplace

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

Presenter: Presenter: Jennifer Suzuki, President of eDealerSolutions
Air Date: May 10, 2012
Program Length: 100 Minutes 

SKU DFE2

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

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How to get to 30% Net-to-Gross…A Plan Based on Dealership Case Studies

Presenter: Steve Nickelsen and Steve Probst of Nickelsen Partners
Air Date: January 19, 2012
Program Length: 100 minutes
SKU DFA3 

How other dealers and dealer groups are achieving and maintaining 30% Net-to-Gross. If they can…You can too!

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Managing & Selling to Gen “Y” in the Dealership & Why it’s Important

Presenter: Mark Rikess of The Rikess Group and Dr. Nicole Lipkin, author "Y in the Workplace"
Original Air Date: June 16, 2011
Program Length: 75 minutes

SKU DEF3

By 2012 40% of all car shoppers will be Gen “Y” – You have to understand them!

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7 Often Missed Profit Opportunities for your Business Development Center

Presenter: Joni Stuker of Owner Connect
Original Air Date: June 9, 2011
Program Length: 85 minutes

SKU DEF2

Why your Biz Dev Center is not living up to expectations and how to fix it

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Converting E-mail Ups to Showroom Appointments

Presenter: Jerry Thibeau, Phone-Up-Ninjas
Original Air Date: June 2, 2011
Program Length: 90 minutes

SKU DEF1

Getting past the "shield" and into a face-to-face meeting

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Prospecting: 25 Ways to Create New Customer Showroom Appointments

Presenter: Bill Forbes
Original Air Date: March 24, 2011
Program Length: 77 minutes

SKU DEC4

Effective prospecting will help mid-level performers increase 2-3 units per month.

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Six Profit Leaks in New and Used Sales Departments - and How to Plug Them Right Now!

Presenter: Steve Nickelsen of Nickelsen Partners
Original Air Date: October 7, 2010
Program Length: 1 hour 17 minutes

SKU DDJ2

If buying a car or truck is a complicated process, then selling one is even more so.

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Tips and Tactics for Converting Phone Ups to Appointments

Presenter: Jerry Thibeau of Phone-Up Ninjas
Original Air Date: September 30, 2010 
Program Length: 1 hour 25 minutes

SKU DDI5

Dealerships spend a ton of money in an effort to get customers to raise their hands

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