Registration and Hotel Discounts Extended for NTDA Sales Manager Workshop

Download the Sales Manager Profit DiscoveryWorkshop Registration Form

The National Trailer Dealers Association is offering a Sales Manager PROFIT Discovery Workshop May 9-10, 2013 at the Hyatt Place Indianapolis Airport in Indianapolis, IN. There will be a Welcome Reception the evening of May 8. The Workshop is designed for top level dealership and sales departmental leaders to understand key concepts in measuring and improving operations performance and financial results.

KEA Advisors will lead the workshop that is designed to provide you with the ability to effectively interpret data from financial reports, analyze operational information and make sound business decisions impacting performance drivers to improve the financial results of their sales department. This intensive course enables upper level managers to get their hands around all departments of the dealership.

The registration discount of $599 for the first employee and a second employee for $499 has been extended through April 30. A registration form is attached, or contact NTDA Executive Director Gwen Brown at 1-800-800-4552, or e-mail [email protected] with questions or to register. There are six slots open in the Workshop. Total participation is limited to maximize participation throughout the workshop.

A special room rate of $99 (single/double or triple/quad) plus tax is available for reservations at the Hyatt Place Indianapolis has been extended through April 10, 2013. Click the link below to make hotel reservations:

http://indianapolisairport.place.hyatt.com/groupbooking/indzagntda2013

NTDA Sales Manager Profit Discovery Workshop

May 9-10, 2013

Hyatt Place Indianapolis Airport

The NTDA Sales Manager Profit Discovery Workshop is designed for top level dealership and sales departmental leaders to understand key concepts in measuring and improving operations performance and financial results. KEA Advisors will lead the workshop that will provide you the ability to effectively interpret data from financial reports, analyze operational information, and make sound business decisions impacting performance drivers to improve the financial results of their sales department. This intensive course enables an upper level managers to get their hands around all departments of the dealership.

Registration fees include two days of instruction, Workshop materials/manuals, welcome reception, breakfasts, lunches and coffee breaks.

Please note that none of the data outlined below is shared in class. Attendees are asked to pull the data to plug into worksheets that will be provided by KEA Advisors for their own use and to gain a better understanding of the various principals outlined in the Workshop.

Upon completion of this course participants will be able to:

Identify, calculate and differentiate sales department (Variable) Key Performance Measures (KPM) and Key Results Measures (KRM)

Understand sales department KPM and KRM performance benchmarks

Recognize sales department KPM and KRM drivers

Understand how to Maximize Variable PROFIT

Develop action plans in the form of a PROFIT Navigators to realize sales department performance improvement opportunities.

SCHEDULE:

Wednesday, May 8 – 6:30pm–8:00pm

Welcome Reception, Pick Up Badges

Thursday, May 9 – 8:00am–6:00pm

Learning Objectives:

At the end of this session participants will be able to:

Comprehend PROFIT Navigator fundamentals

Calculate Variable PROFIT and understand what the calculation represents and its importance

Identify critical Variable PROFIT performance measures and recognize performance drivers.

AGENDA:

Workshop Administration and Introductions (50 minutes)

Introduction to PROFIT Navigator (50 minutes)

Variable Operations PROFIT Discovery

Contracts in Transit and Vehicle Receivables (50 minutes)

New and Used Trailer Inventory Performance (200 minutes)

New and Used F & I – (50 minutes)

New and Used PROFIT Centering (50 minutes)

Friday, May 10 –8:00am–2:00pm

Learning Objectives:

Participants will be able to:

Differentiate PROFIT Competencies

Develop action plans in the form of a PROFIT Navigator to realize sales department performance improvement opportunities.

AGENDA:

PROFIT Discovery Opportunity Summary (75 minutes)

PROFIT Navigator – Financial Competency (25 minutes)

PROFIT Navigator – Market Competency (75 minutes)

PROFIT Navigator – Process Competency (50 minutes)

PROFIT Navigator – Capabilities and Capacity Competency (50 minutes)

Participant Course Materials Required:

Complete PROFIT Discovery Worksheets (Pre-workshop for most recent closed month)

Laptop computer (or printed completed PROFIT Discovery Worksheets)

Supporting information used to complete PROFIT Discovery Worksheets

Aged Vehicle Receivable summary — for most recent closed month

Aged Contracts in Transit summary — for most recent closed month

Aged new trailer inventory summary — for most recent closed month

Aged used trailer inventory summary — for most recent closed month

The amount of write down or valuation allowance against current used vehicle inventory, if any

Floor plan statement summary page

The amount of floor plan curtailments against current new and used vehicle inventory, if any.

Also bring initial completed appraisal for oldest used vehicle in inventory. Bring detailed accounting schedule for this vehicle and copies of all locals/extras, ROs, sublet, etc.

For most recent trailer sales; one new ordered, one new stock, one used retail (not fleet-more than five in a single deal) bring estimated profit sheet and actual general ledger profit.

For the most recent customer ordered new vehicle sale (not fleet-more than 5 in a single deal) bring a copy of the original manufactures invoice and a copy of the bill of sale (NOT sold from stock).

Open Mind

Calculator

Pencil/Paper.