Disclaimer: The information in this brochure is correct at the time of production. Sewells reserves the right to make changes at its sole discretion.

© 2010 Sewells Group

FINANCIAL APPRECIATION PROGRAM

Sewells Group275 Canterbury RoadCanterbury VIC 3126

Ph: +61 (0) 3 8809 2790info@sewellsgroup.comwww.sewellsgroup.com

FINANCIAL APPRECIATION PROGRAM

01 OVERVIEW02 PROGRAM OVERVIEW03 THE PROGRAM

The role of field staff within the dealer network is critical if the network is to achieve volume and revenue targets. Dealers are directly influenced by the field staff’s ability to coach, mentor and advise on how to improve performance, manage their stock take-up and maintain profitability in the business.

If field staff are to truly fulfill the role of business coaches to the dealer network and contribute to the success of franchisees and therefore the brand, they must have a clear understanding of how dealer financial operations work and how money flows within a dealership. Knowing the critical business drivers for a dealer business not only equips the field staff with the right skills, but provides them with the confidence to engage the dealers and to build meaningful relationships. Through their ability to understand, analyse and recommend improved financial and business process improvements, field staff will emerge as the key initiators and drivers of wholesale and retail performance, and in so doing build meaningful, long term relationships within the dealer network.

The Sewells Financial Appreciation Program will provide the skills and confidence the field staff need in order to fundamentally improve the performance of the dealer network.

FINANCIAL APPRECIATION PROGRAM

ANALYSIS EDUCATION DEVELOPMENT IMPLEMENTATION

Business Intelligence Systems

Automotive Dealer Management

Program (ADM)

Performance Groups Enterprise Performance

Reporting

Dealer Health Checks Departmental Leadership

Program (DLP)

Business Coaching Project Management

Benchmarking Management & Frontline Programs

Business & Marketing Planning

Product Launches

Mystery Shopping Financial Appreciation

Human Resource Consulting

Customer Satisfaction & Loyalty

Programs

PRODUCT & SERVICE FRAMEWORK

INTEGRATED SOLUTIONS

OUTSOURCED DEALER DEVELOPMENT SERVICESDelivering a business function or functions to a client, thus providing specialist or unique

expertise whilst reducing head count and other business implementation costs.

Sewells specialises in enhancing the performance of Automotive Dealers through an integrated approach, applying the products and services in this framework.

01 OVERVIEW

FINANCIAL APPRECIATION PROGRAM FINANCIAL APPRECIATION PROGRAM

PROGRAM OVERVIEW

This program is designed for OEM/Distributor field staff members.

The program provides participants with the critical strategic and retail process knowledge required to provide support to the dealer network. The program will include both conceptual and practical frameworks for the assessment of dealership financial performance and will incorporate pre-reading, facilitated classroom sessions, case study assignments and a best-practice follow-up session.

The program is structured as a highly practical, highly interactive intervention, where key theoretical concepts are quickly converted into practical exercise and case studies about the dealers business and finances, thereby creating the confidence and skills for participants to return to their network and apply their learning.

The program makes serious demands on the participants and requires a commitment to all three phases of the program structure:

• Pre-work and preparation• Interactive and activity based participation• Individual assignment completion

WHO SHOULD ATTEND

• Field staff• Next up field staff who may be promoted within the next 12 months

PROGRAM STRUCTURE

The program runs for 3 days, 2 consecutive days and a follow up day approximately 2 months later. Each participant will be required to present their field case study findings at the follow up day.

PROGRAM OBJECTIVES

At the conclusion of the program, participants should be able to:

• Understanding basic accounting principals• Be familiar with the financial jargon and language used by dealers• Have a working knowledge of the Sewells MRA dealer analysis and

growth model• Understand the concept of benchmarking, and be able to apply it• Know how to calculate the most important dealer performance and

balance sheet ratios• Assess and interpret dealership performance and construct realistic

financial action plans• Make representations and recommendations to dealers

02 PROGRAM OVERVIEW

03 THE PROGRAM

FINANCIAL APPRECIATION PROGRAM

Program Introduction • Overview of the program• Objectives• Pre-test (what is known about dealership financial performance?)

Building a Business Model

• What drives retail performance?• Motor retail - good, better, best• Introduction of key drivers:

- Mix- Retained GP- Activity- Productivity

• Building a business model using the Sewells Group MRA model- Individual activity – basic single dimension MRA activities- Group activity – dealer dataset 1- Facilitator debriefing to include discussions around MRA model and methodology used to assess performance

Dealer Performance Assessment

• Group Task – Case Study• Performance assessment process

Assessing New & Used Vehicle Performance

• What are the drivers for new and used vehicle financial performance• Constructing the MRA model for new and used vehicles• Individual activity – new and used vehicle MRA activities

Assessing Parts Performance

• What are the drivers for parts financial performance• Constructing the MRA model for parts• Individual activity – parts MRA activities

Assessing Service Performance

• What are the drivers for service financial performance• Constructing the MRA model for service• Individual activity – service MRA activities

Dealership Case Exercise & What-if Scenarios

• Group Activity – full dealership financial assessment task• Case study scenarios and action plans – how can performance be improved• How to influence dealership reforms

Dealership Case Presentations & Action Planning

• Group case study presentations• Facilitator debrief (particular emphasis on the need to quantify actions)• Group feedback, post-session assignment briefing