Are you looking to take your dealership leaders to the next level? Consider KEA Advisors comprehensive operations and leadership education program tailored for emerging leaders within your dealership.

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Overview:

KEA Advisors will create and deliver a comprehensive operations and leadership education program tailored for emerging leaders identified by your dealership. You can select up to 25 participants. The program will include 4 weeks of instructor led training by KEA Advisors co-taught with dealership personnel as appropriate. The dealership will select the facility for the instructor led training as well as for a one-week small group and individual capstone presentations. The program will be over an estimated 8-10 month period every 6-8 weeks. In-dealership assignments will be prepared between respective class weeks.

 

Topics Covered:

• Financial Foundations

• Parts Foundations

• Service Foundations

• Variable Operations/Sales Foundations

• Individual/Group Capstones and Celebration

 

Financial Statement Foundations Overview:

Participants will learn the foundations of commercial dealership financial statement geography. They will understand critical financial results measures, their meaning and importance and calculation. Participants will learn to assess financial results measures compared to top performing dealers, develop initial goal setting for their dealership of study and evaluate organizational and individual leadership awareness.

 

Parts Foundations Overview:

While financial results are the ultimate score card, attention transition to focus on parts operations performance. Participants will learn the predictable impact operating performance has on financial results; recognize the influence of asset management parts inventory performance; evaluate standard operating practices (SOPs) and their impact on customer relationships, asset performance and department profitability i.e. parts inventory integrity, demand accuracy, stocking and exit strategies, and outside sales strategies; analyze gross profit and expense, asset management impact and identify opportunities; develop department specific goal setting; recognize individual leadership behavior influence on parts operations performance.

 

Service Foundations Overview:

Attention shifts to focus on operations activities of service departments. Participants will learn the predictable impact operating performance has on financial results; recognize the influence of asset management work in process performance; identify and evaluate standard operating practices (SOPs) in the respective departments and their impact on customer relationships, asset performance and department profitability i.e. service throughput and dwell time, technician and advisor performance; develop department specific goal setting; recognize individual leadership behavior influence on service operations performance.

 

Variable Operations/Sales Foundations Overview:

We will place a focus on operations performance of new and used truck sales departments. Participants will learn the predictable impact operating performance has on financial results; recognize the influence of asset management for respective inventories performance; analyze gross profit and expense, asset management impact and identify opportunities; develop department specific goal setting and for their respective dealership departments; evaluate organizational sales leadership awareness and recognize individual leadership behavior influence on variable operations performance.

 

Capstone Presentations Overview:

We will evaluate organizational communications awareness and recognize individual communication influence. Participants will present group project goals and action plans to classmates and Dealership leadership. These are intended to be organization wide proposed department specific goals i.e. service, parts, new truck sales, used truck sales.

 

Participants will also present one individual goal and action plan to classmates and leadership. These will be specific to student dealership of study, any department.

 

Resources may include, but not limited to:

• KEA Advisors “Dealership at a Glance”

• Dealership OEMFinancial statement

• DMS Reports/schedules

• Specific reporting (warranty scorecard etc)

• Covey’s Closing the Execution Gap (action plans and goal setting)

• Maxwell’s Leadership Game

• DISC Behavior Analysis

• KEA Advisors “Service Discovery” and “Parts Discovery” Worksheets

• KEA Advisors “Parts at a Glance”

• KEA Advisors “Parts Audit Scorecard”

• KEA Advisors RO Survey

 

In addition to the above topics, an overall focus will be on Leadership Development. This includes:

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1. Administer and interpret the Maxwell DISC Behavior Preference assessment for each full-time participant, including:

   1. One on one individual results debrief (approx. 45-60 minutes each)

   2. Facilitate a group interactive educational DISC Behavior preferences workshop where participants will explore ways to:

      1. Recognize individual strengths and limitations

      2. Identify individual blind spots and growth areas and clear the path for personal and professional growth.

      3. Understand how others are different and how to work with each behavior preference

      4. Create a stronger team that communicates, appreciates the preferences of others, and works together

      5. Learn effective strategies for handling conflict and behavior clashes

      6. Develop themselves and other to be their best

2. Organizational “round table” leadership, sales leadership communication assessments in non-threatening, dynamic group setting designed to be an enjoyable yet challenging experience while increasing the leadership value within your business. You will be able to raise the leadership awareness of your emerging leader team and introduce the timeless leadership principles that will bring about positive change through enhanced communication and connection.

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Interested in talking with a KEA Advisor to develop a customized, comprehensive education program for your dealership? 

 

Reach out to:

Allen Phibbs

Director of Education

allen@keaadvisors.com

804-401-3152