Cultivate

Online training for the auto industry

Cultivate

Online training for the auto industry

Courses For General Dealership Operations

Dealership operations are varied and complex. When run well, dealerships can return significant profit. However, with multiple departments, brand expectations and customer levels to maintain, there is a fine balance required to ensure optimal performance.

The EducATE aproach to overall dealership operations focuses on the full cycle of a customer through the business, from acquisition and the first sale through to finance, aftersales, used vehicles and retention. The courses also look behind the scenes of customer facing departments towards internal operations and how to get the best from all staff.

Understanding Lifecycles

Dealership Financial and Operational Dynamics

Communication 101

Designing Remuneration and Incentive Schemes

Understanding Lifecycles

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A key component of AdTorque Edge’s philosophy is Effective Lifecycle Management. Understanding the relevant lifecycles of a dealership and its operations is the key to maximising the result achieved. From understanding the customer lifecycle, through to matching the vehicle ownership lifecycle to the financing lifecycle, this course highlights the importance of lifecycle management to successful dealership operations.

Dealership Financial and Operational Dynamics

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Every dealership consists of a number of departments that each have different characteristics – however they all come together to form a dealership and its success. This course highlights the numbers that matter in each dealership and each department, and how they relate to each other. We define the core elements of a successful dealership and its individual departments.

Communication 101

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A course that can be undertaken by all members of the dealership. Effective communication is critical to any successful business. This course looks at internal communication amongst staff and external communication to customers and other stakeholders, and will leave you with fundamental philosophies of success from your communication activities and channels.

Designing Remuneration and Incentive Schemes

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One of the most difficult tasks for any manager is designing an incentive scheme(s) for staff. How do you get it right? How do you avoid the unintended consequences of a scheme that may mean it doesn’t achieve the desired result? This course provides a process you can utilise to work towards a more effective commission scheme for every staff member with one.

Courses For Used Vehicle Department

While similar to the new vehicle department in approach to customers and the customer process, the workings and operations of a used vehicle department can vary significantly. Sourcing stock and ‘selling right’ are key factors in the success of a used vehicle department. Inventory management and cycle are two of the most critical factors across a total dealership. The EducATE modules cover the importance of speed to market and the management of a defined process for used car processing. They also look at the importance of ROI and the impact this can have of dealership profit.

What Does a Best Practice Used Vehicle Operation Look Like

Making Money in Used Vehicles – Lifecycle Management

Used Vehicle Strategies for Success

Importance of F&I to a Successful Used Vehicle Department

Handling Used Vehicle Enquiries

Effective Inventory Management

What Does a Best Practice Used Vehicle Operation Look Like

Course Code - UVBP0121A

How do you know whether your used vehicle department is best practice? What goals, objectives, and KPI’s should you be aiming to achieve? And where does your current operation (s) stand in relation to this?These are all questions that this course helps you to find answers for. It helps you to understand areas that your operations excel in, and areas that you can focus on to improve the business operations, dependant on your vision and objectives for it.

Making Money in Used Vehicles – Lifecycle Management

Course Code - UVLM0121A

Making money in used vehicle operations is more than an artform. To be successful, it is important to understand the concepts behind profitability, return on investment and the used vehicle lifecycle. Each of these are individual concepts but when worked together can generate to momentum to create and maintain a best practice, and profitable used vehicle operation.

Used Vehicle Strategies for Success

Course Code – UVBP0221A

There is more to a profitable used vehicle or preowned department than the sale of the car to the customer. From sourcing the right vehicles, to vehicle preparation, marketing, costs, handling enquiries, right through to the final sale and delivery – there are critical areas that all work together for used vehicle success.This course outlines these area, and leaves you with ideas and checklists you can use to take your area/department to the next level.

Importance of F&I to a Successful Used Vehicle Department

Course Code – UVFI0121A

Selling used or preowned vehicles successfully involves more than just the sale of the actual vehicle. Finance and insurance are important parts of the sales process. There are used vehicle operations in Australia that have 50% finance penetration. How can you achieve this in your department to supercharge the profits generated.

Handling Used Vehicle Enquiries

Course Code – UVQY0121A

Is there a process in your dealership for handling all used vehicle enquiries, whether walk-in, phone or internet? Is it consistently followed? Generating an enquiry on a used vehicle is just the start. How we handle that enquiry from the first point of contact determines our success. In this course, we discuss best practice in looking after the customer in this area.

Effective Inventory Management

Course Code – UVIM0121A

Inventory management is an often-overlooked key success factor in a used vehicle department. Effective inventory management can help generate additional profitability. However, poor inventory management can suck the life out of the department and drain profitability. This course discusses a number of philosophies in managing the inventory lifecycle of each vehicle as well as the total stockholding of the department.

Courses For New Vehicle Department

The New Vehicle department is about much more than the sale of a new vehicle. It represents the beginning of a new relationship or extension of an existing relationship where trust and rapport have been established. Sales teams in the 2020’s need to rely on more than exciting products and discounts, they need to effectively engage with customers to find the best outcome for customer and dealer, taking the transaction to a new level. A well-managed new vehicle team will have a deep focus on the overall health of a transaction and the benefit of that transaction over and above a registration. In EducATE’s New Vehicle Department course ROI maintains a major focus, as well as the traditional elements of customer process and leading a sales team.

Relationship Selling Courses

Managing Your Sales Team

Operating a Profitable New Vehicle Department

Generating a Return on Investment in New Vehicles

Relationship Selling Courses

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The Sales Process is more than just conducting the road to a sale. It involves multiple phases during the customer’s journey to purchase. These courses help salespeople and Teams understand the four phases of the sales process and how to be successful in each. The courses also link the four phases to the new vehicle customer ownership cycle – the point of their sale sets up the potential next sale to a customer.

Managing Your Sales Team

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This is a program designed for General Sales Managers, Sales Managers, and Assistant Managers. It helps you understand your priorities and the activities that matter most to operating a best practice new vehicle department. The program consists of three (3) courses that lead you through different levels to establish a best practice environment and an effective sales team.

Operating a Profitable New Vehicle Department

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This is a course designed for General Sales Managers, Sales Managers, and Assistant Managers. We help managers understand what the core drivers of profitability are in the new vehicle department. The course explains concepts and how to link these concepts to practice in the daily running of the department.

Generating a Return on Investment in New Vehicles

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The vehicle and inventory lifecycles are linked to the success of the new vehicle department. This course provides an understanding of these lifecycles and how they link inventory practices and new vehicle department profitability and success. We also provide you with actions and activities you can utilise to improve profitability and return on your investment in new vehicle inventory.

Courses For Finance & Retention Department

The finance area of the automotive industry has undergone significant regulatory change in recent times making regular training and understanding even more critical. Our course covers the basics of finance operations but expands to highlight the strong link finance plays in the retention cycle. The role of a business manager has had to evolve as has the focus areas of learning and development for the role. The key here is our module on penetration and the unique methods business managers can employ to increase and maintain benchmark penetration.

Training for Business Managers

Retention and Renewals – The Customer Lifecycle

The Art of Converting an Enquiry

The Importance of Penetration

Getting Started with Key2Key

Changing Gear with Key2Key

Integrating Sales, Finance and Retention

Sell More: Benefit from the trade-in and ownership cycle

Retention Success – Phone Appointment Setting

Training for Business Managers

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This program provides a number of modules around Business Manager training, and is designed to supplement existing physical training sessions. It leads a discussion from the different types of customer a Business Manager will see to their interactions for success with the new and used vehicle departments.

Retention and Renewals – The Customer Lifecycle

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As much as the sales team do, Business Managers can have an influence on the success of a sale to a customer, and at this same point in time, their involvement in the sale can also start a chain of events to the next sale. This course helps Business Managers understand how they can influence the customer purchase and ownership cycle for the benefit of everyone, including the customer.

The Art of Converting an Enquiry

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An effective Business Manager can improve the conversion success of most customer enquiries. In this course, we explain how Business Managers can do this.

The Importance of Penetration

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Even the low value finance deal can be a benefit to the Business Manager and dealership, though it might not seem that way at the time. This course explains the benefits of finance and insurance penetration in the industry.

Getting Started with Key2Key

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Key2Key is a retention tool for the industry, designed to help sales departments know when customer finance contracts are in parity and therefore when it is an appropriate time to approach them for the trade-in of their existing vehicle and purchase of a new one. This course helps users understand how to use the system and implement a process for approaching customers in this critical sales and retention area.

Changing Gear with Key2Key

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A follow-on course from Getting Started with Key2Key, this is both a refresher course as well as providing higher level functionality to success with the Key2Key system.

Lead Communication in the Workplace

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These three are often separate processes still in a sales department. This course helps staff in these areas understand how the three are actually interlinked and can help each other to be more successful.

Sell More: Benefit from the trade-in and ownership cycle

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In this course help participants understand the customer trade-in and ownership cycle. We link this to retention and setting up of each sale in a Dealership.

Retention Success – Phone Appointment Setting

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Having a retention process is the first part of the retention program. The next stage is getting the appointment. Do your staff have more than a 50% success rate in turning a potential retention customer into an appointment? If not, this course is a must for improving the quality of the calls and success in converting to an appointment.

Courses For Aftersales Department

There is an industry saying: “Sales sell the first car, Aftersales sells the 2nd, 3rd, and beyond”. The importance of aftersales in the retention process (managing the customer process and lifecycle) can not be underestimated, nor can the level or profitability aftersales brings to a dealership. The art of selling as a service advisor starts this course followed by the importance of effective service management. As a service manager, process is also key success, and our process management module will guide you through the practicalities of daily operations. This is complimented by a breakdown of effective service management including communication and prioritising what matters.

The Art of Selling (for Service Advisors)

Effective Service Management

Process Management in Aftersales

Effective Workshop Control

The Art of Selling (for Service Advisors)

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Service Advisors are salespeople! It may not appear that way but every service advisor is a salesperson. As customer facing roles, your interaction with the customer determines the success of the service department – if we can’t book the work in, we can’t sell it. This course works with service advisors to understand how they can be effective in their role and optimise the performance of their department.

Effective Service Management

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Aftersales is a complex area of the business, where processes are critical to success. This course provides aftersales managers and personnel with the knowledge of the importance of effective processes, as well as how to review process and effectively implement improvements.

Process Management in Aftersales

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Aftersales is a complex area of the business, where processes are critical to success. This course provides aftersales managers and personnel with the knowledge of the importance of effective processes, as well as how to review process and effectively implement improvements.

Effective Workshop Control

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Once the front desk of the service department has booked the work in, it is the responsibility of the workshop controller to “get it done” – effectively and productively whilst meeting the customer’s needs. This course helps workshop controllers understand what they need to achieve and how they can do it. It is for the both the new controller as well as the experienced controller who wants to find that little bit extra to ensure success.