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Automotive dealerships are highly complex operations.This introductory course provides a broad industry grounding and prepares the learner for a productive automotive career. To keep the material interesting and interactive, the “roadmap” agenda uses a creative approach that follows the life of a car from delivery to the dealership through multiple sales and service experiences. Learners become familiar with dealership operations as they experience different scenarios. Basic automotive terms and acronyms are explained, along with the responsibilities of each department within a dealership.

Industry new hires (OEM Dealer Contact Personnel and Dealership Staff)

  • Automotive ecosystem overview
  • Key stakeholders of a dealership
  • Government regulations
  • Key industry statistics
  • New vehicle allocation
  • Dealership capitalization basics
  • Merchandising and marketing basics
  • Service and Parts basics
  • Recalls and Lemon Laws
  • Equity mining
  • CPO best practices
  • Reconditioning
  • Vehicle appraisals
  • Auctions and inventory acquisitions
  • Balance stakeholders’ needs to minimize tension within a dealership.
  • Compare strategies for attracting and retaining customers.
  • Anticipate potential impacts of a Service comeback and how each stakeholder is affected.
  • Determine whether to CPO, certify, or wholesale a given trade-in.
  • Evaluate pricing strategies for trade-ins and make recommendations for a given vehicle.
  • Calculate the appropriate purchase price of a vehicle at auction using vehicle reports.

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