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Training Courses

Target Audience: New sales personnel or existing personnel with less than 3 year selling experience.

Individuals are exposed to the basic steps of the sale, defining the basic personalities of customers and how to interact with these personalities. Finally, the art of prospecting and handling the leads developing from such prospecting.

Price $750    FWEDA: $650     1.5 Day course

Target Audience: All active sales teams that have completed the new sales personnel training or have greater than 3 years selling experience.

This course explores the importance of contact management and how it provides value to both the customer and the sale personnel. Utilizing systems that range from manual to IT, the sales personnel will be exposed to the “whys’ and “how-to” of compiling feedback information not only to themselves but to their management team.

Price $600   FWEDA:  $550    1.5 Day course

Target Audience: Dealer Principals or Key management personnel of the dealership.

The merger and acquisition course will walk the students through the valuation process as well as the buying/sell process. During this course, we discuss what is expected of both the buyer and seller, why this information is needed, and the importance of reconciling too the balance sheet. EBITDA and other KPI’s will be explored.

Price: $650   FWEDA: $550   1.5 Day course

Target Audience: Dealer Principals or Key Management personnel of the dealership.

The integration course explores the necessary steps to help in the final step of the acquisition process. During this course, we explore the timing of the integration process, steps necessary and the importance of involving key personnel from the acquired dealer to ensure both employee and customer acceptance of the acquisition.

Price: $550   FWEDA:  $500   1 Day course usually combined with M&A

Target Audience: Entire Sales Staff and Management.

The art of negotiation becomes lost within the demand and lack of confidence within the sales team. There is pressure to immediately meet the demands and with that is lost margin. During this course, we explore the art of negotiation, emphasizing that it can sometimes be items of non-financial value of negotiation and how to understand that it may not always be financial that needs to be negotiated.

Price:  $750   FWEDA  600    1.5 Day course

Target Audience: All dealer principals and department managers.

The leadership explores the difference between manager and leaders in a company. Once defined, we look at the different steps needed to establish leadership in an organizational setting and how an individual can inspire and lead their group to achieve established goals. This course is designed to provide current department leads with tools necessary to make organizational leadership easier and less stressful.

Price $750   FWEDA   $600   1.5 Day course

Target Audience: Parts Managers and Service Managers

This course emphasizes the important the need is for the parts and service departments to achieve at least a 100% absorption rate for the success of the dealership. We motivate each student to identify related parts and additional service opportunities. We focus on each department promoting the other departments, with emphasis on monthly parts promotions and service inspection programs.

Price: $600      FWEDA members $500   1.5 Day course

Target Audience: All Employees.

This course focuses on the differences between good customer service and the best customer service. We discuss the need to create and develop customer relationships, and the impact customer reviews can have on the company. We identify the best ways to provide customer service that turns parts and service salesmen into problem solvers and not just order takers. We emphasize that customer service is everyone’s responsibility.

Price: $300      FWEDA members $250        1 Day course

Target Audience: Business Owners and all Managers.

This course identifies current business practices with the focus on improving or completely removing inefficient ones. We review different business practices used by successful dealerships, and review the steps needed to implement them. We also help identify the importance of buy-in from all employees.

Price: $600      FWEDA members $500   1.5 Day course

Target Audience: All parts managers and potential parts manager candidates.

The parts management course identifies the main topics that affect the overall success of the parts department. Topics include parts turnover, zero sales, inventory management, gross margin sales and percentage. We also discuss the possibilities of lead parts salesmen as mentors.

Price $600       FWEDA members $500 1.5 Day course

Target Audience: Service Managers

The service management training course identifies the crucial areas each service manager needs to focus on and improve. We also focus on the steps needed to improve communication and cooperation with the other departments in the dealership. Topics include service labor efficiency, non-revenue hours, rework, and flat rates. We also discuss the possibilities of lead technicians as mentors.

Price: $600      FWEDA members $500  1.5 Day course

Target Audience: All Parts Managers

The inventory management course is a more in-depth course on parts inventory and the impact it has on the success of any parts department. Topics include parts ordering policies and procedures, parts stocking levels and parameters, manufacturer’s new machine stocking policies, parts returns policies & procedures, and accurate lost sales recording.

Price: $600      FWEDA members $500  1.5 Day course

Target Audience: Service managers and Lead Technicians.

This course identifies the major challenges in the dealership that causes lower revenue recovery rates in a dealership. Topics include better communication with technicians, special tool requirements, complete and proper labor documentation. We also discuss better tear down and inspection to reduce multiple orders for repair parts.

Price; $600      FWEDA members $500  1.5 Day course

Target audience: All parts managers

Effective parts inventory turn is absolutely essential to the success of any parts department and dealership. This course reviews the balance of a high parts inventory turn without sacrificing customer satisfaction and percent of fill. Topics include stocking parameters and levels, slow or zero sales inventory, and pre-selling and promotions.

Price: $600      FWEDA members $500 1.5 Day course

Target audience: Service managers

This course is intended to help identify the need for higher efficiency rates and how it can improve customer satisfaction and increase absorption rates. Topics include product knowledge, access to accurate and complete information and special tools. Identify and utilize the need for cross training specific technicians and specialized equipment.

Price: $600      FWEDA members $500  1.5 Day course

Target audience: All parts salesmen

The parts salesman training course works with all parts salesmen to develop the necessary skills to be a problem solver, not just an order taker. Topics include suggestive selling of related parts, promotional items, explain the benefit of OEM parts over aftermarket parts, and promoting the service department and service department inspection programs.

Price: $300      FWEDA members $250  1 Day course

Target audience: All service technicians

This course focuses on the importance of identifying any related parts that should be replaced on all repair jobs. We focus on looking for additional service repair opportunities with an emphasis on promoting all service inspection programs. to identify related parts on all repair jobs proper labor documentation, identifying related parts and new service opportunities. Promoting parts department.

Price $300       FWEDA members $250  1 Day course

Target audience: All dealership personnel

The topic of communication will always be the main ingredient of the success of any company. This course discusses the best way to improve communication with all departments. Topics include identifying problem areas and developing a strategy for improvement. Designate the leaders from each department that will implement and follow through with a plan.

Price: $300 FWEDA members $250  1 Day course

Target audience: Dealership Owners and Store Managers

This course reviews and/or develops on-boarding processes for all new employees. Topics include the company’s mission statement and vision, organizational culture, management structure, skill requirements for position, goal setting, and feedback.

Price $600       FWEDA members $500 1.5 Day course

Target Audience: Dealership Owners and Store managers

An effective on-boarding program is essential to helping new employees feel welcome and part of a team. This course helps identify the steps needed to make this program successful. We implement a uniform program specific to the needs of each dealership organization. We have trainers available to help with the process as needed.

Price: $750      FWEDA members $650 1.5 Day course

Target Audience: Store, Parts and Service managers

This course works with parts and service departments to identify lead employees in each department that can be utilized to help mentor, train, and develop other employees in each department. The focus is on utilizing the skills of these employees, to develop a positive and teamwork culture.

Price; $600      FWEDA members $500  1.5 Day course

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