Learning

Parts Management: Unit II

Performance Excellence

Duration

2 Days

Audience

Parts Leads

Instore Sales Leads

Supervisors

Managers

Executives

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With Unit I as a prerequisite to this Unit II session we continue with the professional development program for a Professional Parts Manager. This development level explores modern management tools to facilitate the performance of the critical customer service balance with market penetration and profitability. The material covers the “next” level of disciplines required of a Professional Parts Manager.

Leadership Instead of Management — It Is All About People

The Basic Principles of Leadership — Control versus Trust; Methods and tools to stimulate progress and development of processes and systems as well as personnel. You can manage process but you must lead people. Communication styles and their impact on personnel development — begins the exploration of Attitude not Aptitude as a key driver of individual performance. Tactics to use to facilitate change — how to ensure success are exposed.

The New Financial Models – Satisfying Absorption Needs

The interdependencies of parts and service with sales and rentals – how the ratios of the sales make a difference; market share and profit share issues are uncovered. What is absorption and how can it be applied to any business regardless of life cycle and machine population. The machine is bait – determining the potential of the market so that we can measure the market capture rate of the business.

The Balanced Scorecard – Becoming Successful at Operational Excellence

Understanding how to improve on the implementation of company strategy, new projects, new products or markets – statistics indicate only 10% of businesses succeeds at these implementations. The usual reason is that only 5% of the employees understand the strategy of the company. Using the balanced scorecard in a simple practical manner is the hallmark of this section. Many companies struggle at the use of the balanced scorecard – the way to overcome this difficulty is provided in a clear and understandable manner.

Sales & Marketing – Reaching for Your Potential

This is a Business School Marketing class for non marketing management. Market segmentation and product positioning are explained. The Four “Ps” of marketing – product, price, place and promotion are presented and explained. Understanding competition and creating a sustainable competitive advantage becomes the goal of any business. How this can be achieved in your market place is explained.