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Senior Managers from
distributors, dealers, manufacturers, and associations call on MBA to conduct
field research, develop, and teach workshops tailored to accomplish specific
and unique training goals. This is our hallmark. And, we get the results our
clients want.
MBA is known for
hard-hitting, fast paced, participative seminars with lots of give and take and
sharing of ideas in the classroom. MBA instructors will not lecture or "dump"
vast amounts of information, but rather skillfully involve each participant in
hands-on training activities and open discussions of their jobs. No participant
can just ride along. As AED, NAEDA, and MHEDA said recently in our workshop
announcements! "MBA creates a dealer atmosphere in the
classroom!"
MBA IS
DIFFERENT
MBA knows that learning is a process . . .
not a goal. Improved production and efficiency, sales, absorption rate,
profitability, customer retention, and customer satisfaction are goals. Every
MBA customized workshop is tailored to satisfy specific and unique dealership
and manufcturer training goals through a time and cost efficient training
process.
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Example MBA Customized Programs:
- Two hour to
three day Annual OEM or Association Member Meetings.
- Continuing
Education Programs for a Dealership Organization. They usually start with a
"Basic" Level I, move onto an "Intermediate" Level II, then up to "Advanced"
Level III, and finish with a "Masters" Level IV; leading to an MBA Certificate
of Completion. Participants include Dealer Principles, Comptrollers, General
Managers, Branch Managers, Operations Managers, Sales Managers, Product Support
Managers, Rental Managers, Service and Parts Managers, Supervisors, and
Salespeople in New Equipment, Used Equipment, Parts, and Service.
- Equipment
Manufacturer Educational Programs for Field Sales, Parts, and Service
Representatives (Regional and District). Goal: Improve dealer profitability,
sales, and distributor contact effectiveness by adding value to each
distributor call. Examples of our work include:
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Objective: Discussions on financial vitality & benchmark measurements for
departments; holding managers accountable for their department's performance,
defining product support accountability and entrepreneural skills, upgrading
customer satisfaction, increasing market share, while building a "seamless
organization." |
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Objective: To
explore innovative industry sales practices & trends, discuss sales
monitoring methods, review basic management principles, and salesperson
coaching techniques to maximize market share for the dealership and
branches. |
| FINANCIAL and
OPERATIONS MANAGEMENT |
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Objective: Financial
Managers will explore their role as the dealership financial consultant to the
department managers, helping them review key financial and operational ratios
to maintain dealership financial vitality. |
| AFTERMARKET
PRODUCT SUPPORT |
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Objective: To help
participants understand their job as an asset manager, use financial data as a
management tool, increase sales by 20%, achieve a 110% absorption rate, improve
customer satisfaction, and learn a planning and implementation methodology that
helps transfer sales and profitable ideas into reality. |
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Objective: Training is a vital part of a growing and successful
equipment dealership ... department by department. Often training does not
reach some key players, such as Parts Counterpeople, Service
Supervisors/Foremen, Service Advisors, and PSSR's/CSR's. These people are your
dealership to the customer. They are your primary day-to-day, face-to-face
customer contact. |
Each MBA seminar/workshop runs from one-half
day to five days long (depending on the clients' specific needs), is held at
convenient dates and locations, and contains these five elements.
- Pre-Workshop
Study - Key program articles and case studies are sent out one month
prior to the program.
- Open Give and Take
Discussions - No lectures. Ideas are shared as to how and why the new
information has been/can be applied.
- Focus is on Knowledge
Application - In small teams, laboratories, group exercises, and open
discussions each participant must "apply" the new information, building "How
To" skills.
- Team Presentations,
Videos, Power Point Presentations, and Role Plays - are used to develop
understanding . . . to connect learning application with the training
mission.
- Follow-Up and
Follow-On - One month following each training program, MBA conducts
telephone/e-mail follow-up research, focusing on actual changes made . . .
sales, gross profits, turnover, absorption, customer satisfaction, etc. Results
are forwarded to our client contact.
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Example of 23 Tailored Subject Areas
| Improving Management |
Sales & Marketing
in a Changing
Economy |
1. Transition to Management: The Balanced
Manager
2. People Skills: Achieving Extraordinary
Performance
3. People Skills: Passive to Active
Communications
4. The 6-Step Hiring Kit
5. Strategic Planning: The 5 +
2 System
6. Departmental Business & Financial Management
for Profitability
7. Dynamic Time Management
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11. Aftermarket Salesmanship I
12. Aftermarket Salesmanship II
13. Aftermarket Sales Management
14. Equipment Salesmanship
15.
Equipment Salesmanship/Experienced Salespeople
16. Advanced Equipment Sales Management
17. The Negotiating Process:
From No to Yes |
| For
Customer Satisfaction |
Achieving Dealer Excellence |
8. Achieving High Performance through Teamwork
9.
Customer Retention in a Competitive Marketplace
10. The Customer Relations
Pyramid |
18. Advanced Branch and Operations
Management
19. The Service Manager Challenge
20. Parts Manager's Changing Roll
21. Managing the Four C's -
Complaints & More
22. Level 5 Leadership - From Good to Great
23.
Diversity & Discrimination in the Workplace |
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