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Learners will access prior knowledge from the “Essentials of Variable Operations Management” course as they segue into the world of Advanced Variable Operations Management. Digital marketing concepts are presented and a “mystery shopping” exercise demonstrates digital marketing strategies for a variety of dealerships. In the future, dealerships will have to be better at managing their inventory, and that topic will be addressed, along with the future potential of Accessory sales and equity mining. Learners will compare and contrast several different new vehicle market share scenarios, so that they can determine a strategy for improving a dealership’s new vehicle market penetration.

  • OEM Dealer Contact Personnel
  • Dealership Management
  • Accessory sales potential
  • Equity mining
  • Value proposition
  • Leasing impact on retention
  • Digital Marketing
  • Market share analysis
  • Employee staffing and retention
  • Used vehicle metrics and cycle times
  • Departmental Accountability Through Financial Statement Analysis
  • Essentials of Variable Operations Management

Dealership Financial Statement, pre-class input sheet, or sample statement provided

  • Illustrate accessory profitability by utilizing a business case that showcases the difference between an outside vendor versus the dealership installation.
  • Contrast different scenarios of market penetration and develop a strategy for improvement.
  • Implement the correct Go-to-Market strategy for a particular dealership and its customers.
  • Demonstrate how to isolate the dealership’s market share issues to uncover the reason(s) why they are not acquiring market share.
  • Recommend improving employee retention through dealership performance management.
  • Design a plan to attract quality job seekers.
  • Assess the impact of Reconditioning Cycle Time on the dealership.
  • Compare best practices in different departments that will reduce the Reconditioning Cycle Time.

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