Units and F&I Sales and Department Performance Management

About Course

Optimizing Vehicle Sales, Inventory Management, and F&I Profitability: A Data-Driven Dealership Training Series… This course delivers best practices for managing vehicle and F&I sales and department performance through data-driven insights. Participants learn to understand critical KPIs, leverage DMS reports to drive sales growth, and utilize customer data to identify opportunities to optimize vehicle inventory, […]

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Course Content

S01: FOUNDATIONS OF VEHICLE SALES PROFITABILITY

1.0 Overview of the Sales and F&I Series of Courses

08:35
1.1 Why Vehicle Sales Matter to Dealer Success

06:58
1.2 Understanding Vehicle Deal Profitability

07:33
1.3 Critical Deal Processing Procedures

08:35
SERIES 1: FOUNDATIONS OF VEHICLE SALES PROFITABILITY

S02: VEHICLE SALES AND DEPARTMENT PERFORMANCE KPIs

S03: DMS VEHICLE SALES REPORTS

S04: DRIVING VEHICLE SALES TO ACHIEVE RETAIL TARGETS

S05: MANAGING NEW VEHICLE INVENTORY

S06: MANAGING USED VEHICLE INVENTORY

S07: MONTH-END PROCEDURES AND REPORTING

S08: PUTTING IT ALL TOGETHER

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About Course

Course Content

S01: FOUNDATIONS OF VEHICLE SALES PROFITABILITY

1.0 Overview of the Sales and F&I Series of Courses

1.1 Why Vehicle Sales Matter to Dealer Success

1.2 Understanding Vehicle Deal Profitability

1.3 Critical Deal Processing Procedures

SERIES 1: FOUNDATIONS OF VEHICLE SALES PROFITABILITY

S02: VEHICLE SALES AND DEPARTMENT PERFORMANCE KPIs

2.1 Understanding Financial Management Dashboard and Reports

2.2 New Vehicle Sales KPIs

2.3 Used Vehicle Sales KPIs

2.4 Finance & Insurance (F&I) KPIs

SERIES 2: VEHICLE SALES AND DEPARTMENT PERFORMANCE KPIs

S03: DMS VEHICLE SALES REPORTS

3.1 Daily Operating Control (DOC) Report

The Daily Operating Control Report

S04: DRIVING VEHICLE SALES TO ACHIEVE RETAIL TARGETS

4.1 The Customer Tour Process

4.2 Unit Deal Parts & Service Tracking Report

4.3 After Unit Sales Follow-Up Report

4.4 Mining Customer Owned Unit Data and Service Appointments

4.5 Leveraging OEM On-Order Inventory

DRIVING VEHICLE SALES TO ACHIEVE RETAIL TARGETS

S05: MANAGING NEW VEHICLE INVENTORY

5.1 Why New Vehicle Inventory Management is Mission Critical

5.2 Inventory Turnover and Days Sales KPIs

5.3 Understanding Seasonal Sales Patterns

5.4 Detecting and Preventing Overstock Positions

5.5 Action Plan for Correcting Overstock Positions

SERIES 5: MANAGING NEW VEHICLE INVENTORY

S06: MANAGING USED VEHICLE INVENTORY

6.1 Used Vehicle Inventory KPIs and Benchmarks

6.2 Trade-In Acquisition and Valuation

6.3 Used Unit Movement Reports and Aged Inventory Management

Managing Used Vehicle Inventory

S07: MONTH-END PROCEDURES AND REPORTING

7.1 Month-End Vehicle Sales Department Procedures

7.2 Analyzing Results and Taking Action

7.3 Presenting Results to Management

Month-End Procedures and Reporting

S08: PUTTING IT ALL TOGETHER

8.1 Your Daily Management Routine

8.2 Your Weekly Management Routine

8.3 Building a High-Performance Sales Culture

8.4 Course Summary and Next Steps

Putting It All Together

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