The Progressive Basics Workshop
In our classes, we introduce ourselves as not being consultants or experts, but that we have been trained by more than 50,000 managers. We share information on the 32,000 plus various markets in the United States and Canada. WE are doing nothing different than the McDonalds chain, which lays out a system with specific techniques to produce high returns. We draw on the success of the most profitable franchises and put together a menu for the dealerships to implement.

The first question asked is "Why are we as new car dealers talking about used cars?" Twenty years ago there were basically four manufacturers operating in the United States, and they controlled 96% of the new car market and 86% of the used car market. Twenty years later, there are 32 manufacturers and less than 40% of the used car business is handled by new car franchises, and the used car business has become a wholesaler dominated business. If the dealer can improve in three areas, which is conquest trading, reconditioning, his vehicles, and marketing and merchandising, not only will his used car department show improvements, but also his new car department, F & I, as well as service and parts.

The dealers whom have implemented these systems consistently show the highest dealer profit, the highest used to new ratio and they are also the best conquest traders.

The following topics are covered in our seminars:

• Recruiting and hiring the right sales personnel
• Measuring and managing sales personnel
• Ongoing training programs for sales personnel to insure product knowledge about used inventory
• Reconditioning
• How to control the Wholesaler
• How to do a proper forecast
• Successfully balancing your inventory
• Maintaining a retail turn rate of 45 days
• How to approach supplement buying
• How to reduce your advertising budget and becoming more effective
• Getting the water out without losing from the bottom line
• Measuring results of the Used Vehicle Department

Attending dealers are asked to bring the following information from the dealership:

• Total last months appraisals from both the New and Used Department.
• Used Vehicle Inventory sheets. Current inventory with the number of days in stock.
• Ups for previous 60 days. New and Used.
• Wholesale logs for the previous 60 days. The name of buyer -- cost and selling amounts.
• Profit and Loss statements, form used vehicle department if available.
• 50 random repair orders (25 internal/25 customer paid) with date R.O. was finished.
Retail sales for previous 60 days. Used vehicle department -- how many days unit in inventory before being sold.
• The participant uses his/her own dealership data in a Progressive Basics Workbook during the workshop so that individuals can see the strengths and/or weaknesses of the dealership and benchmarks that he/she should be working toward achieving.

At the end of the class the participants will be given a supply of forms that are included in the workbook. These forms should be completed by the Used Vehicle Manager and sent to Progressive Basics on a monthly basis (Monthly Monitoring). This tracking is done so that their progress can be monitored and also they can compare themselves against similar dealers in their region.

PROGRAM FORMAT
The classes are structured on a 1 1/2 day format. For optimum results the dealer and/or someone from upper management should attend the workshop along with the Used Car Manager. Each month after the workshop, the dealer's results will be monitored by Progressive Basics and compared with other in their area. A dealer or a used car manager who is on the system may call and ask for advice or help at any time.