understanding the slide deck

7/30/2019 Understanding the Slide Deck

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Recognize eachslide in the

Business PlanPresentation.

Click Introduction tobegin!

Recognize key dealership

personnel whoattend Business Plan

Meetings.

Distinguish betweenthree commondealership types. By the end of thiscourse, you will be

able to:

Have a pen andpaper to write your

questions !

Understanding the Slide Deck


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The Business Plan Meeting is

a formal or informal meetingwith the dealership.

It highlights opportunity in

the dealership to drivecommitment toward OEMprograms.

The Business Plan

Presentation is an importantelement of the Business PlanMeeting.

DEALERSHIP TYPES The Champion Dealer The Striving Dealer The Disengaged Dealer

DEALERSHIP KEY PERSONNEL General Manager Fixed Operations Director Service Manager Parts Manager


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PROPERTIES

Allow user to leave interaction: After viewing all the stepsShow Next Slide Button: Show upon completion

Completion Button Label: Next Slide


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How you use the BusinessPlan Presentation depends

on the dealership type.

Click each image to learnabout each dealership type.

1

2

3


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Click each image to learnabout each dealership type.

1

2

3


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He is on automaticreplenishment, his advisors aretrained every quarter and thereis a complete RO verificationprocess in place.

He is loyal to Dealer Tire andpartners with his accountmanager.

He is best in class with a share of 45%.

Dealer Tire uses the Championand his dealership to pilot anynew programs and for bestpractices.

THE CHAMPION DEALER

I love selling tires and I find more ways to sell tires all of the time!

Did you catch the other dealershiptypes? Click here to go back or click

Next to move forward.

Note: No audio on this slide.


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She only buys tires fromDealer Tire.

Lately she has tried to makeprocess improvements to sellmore tires.

She works closely with her

account manager and wantstheir help in any way.

THE STRIVING DEALER

We see 100 cars a day, but we are

only selling 150 tires a month!

Did you catch the other dealershiptypes? Click here to go back or click

Next to move forward.



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He thinks tires take up toomuch room and there is nomoney to be made.

He also does not believe it ispossible to be competitive inthe market so there is noreason to even try.

THE DISENGAGED DEALER

I just dont see the value in sellingtires at all!



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Enter here

The BIPCO is the tool used to create

the Business Plan Presentation.

REMEMBERTHIS

The BIPCO is located on Collaborate on theInside Sales and Outside Sales pages .

1

Scroll down the page to Sales Tools and find thelink to access the BIPCO.

2

Click the link Business Plan Configurator .3

To open the BIPCO, select Yes to open the file inExcel.4

Review the Business Plan Data Input definitions in the glossary located inthe upper right hand corner of the screen.

After you click Create Presentation , the Business Plan Presentation issaved on K:\Common Files\BusinessPlanConfigurator\ Click here to genera te a

Business Plan Presentation .
http://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://collaborate20/SalesMarketing/InsideSales/Pages/Inside%20Sales%20Home.aspxhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://localhost/var/www/apps/conversion/tmp/scratch_4//dtfilesrv2/departments/Common%20Files/BusinessPlanConfiguratorhttp://collaborate20/SalesMarketing/InsideSales/Pages/Inside%20Sales%20Home.aspx


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Take a moment towrite your questions.


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Always remember that eachpresentation will bedifferent!


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Lifetime Value Analysis Slide 1Shows how visits, services,and profits double for non

luxury lines & triple forluxury lines.

Use this with all dealershiptypes.

Lifetime Value Analysis Slide 2Shows the breakdown of increased services when

tires are purchased.Use this when a ServiceManager is present at themeeting.

Lifetime Value Analysis Slide 3Shows the increasedlikelihood of a repeat

vehicle purchase or leasefrom customers whopurchase tires.Use this when a GeneralManager is present at themeeting.Take a moment to

write your questions.


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Take a moment to


Tire ReplacementOpportunity

These percentages arecalculated fromservice laneinspections.

Use this with alldealership types andaudiences.


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Review of Total Opportunity TiresThis slide is a review of revenue andgross profit potential based on dealerspecific criteria entered into theBIPCO.

Use this with all dealership types toshow their potential, if they capture100% of their total opportunity.


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Remember thesefrom the BIPCO?

Take a moment to

write your questions

This is the TotalOpportunity . If the dealer isselling tires, theyare alreadycapturing someof this business!


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Tire Purchase HistoryThis slide shows tirepurchase history &share by month.Use this with all dealertypes.

Presentation

Take a moment towrite down your

questions.


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Share of OpportunityCaptured-Tires

Compares the dealersshare of unit sales forthe past 6 monthswith the Carline,Region, and Best inClass.

Use this to motivateall dealer types.

Presentation

Take a moment towrite your questions!


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40% Dealer Goal Share

Take a moment to



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Program Elements &BenefitsThis slide lists theelements & benefitsof OEM programs.

Program Elements &BenefitsPick a few programelements to discusswith all dealershiptypes.

Take a moment towrite your questions.


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PROPERTIES

Allow user to leave interaction: After viewing all the stepsShow Next Slide Button: Show upon completion

Completion Button Label: Next Slide


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Dealership Per Advisor

Tires 511 102

Service Parts Account Manager

Monthly Goals

Action: Implement 100%Inspection process that youcan measure & reinforceDate: December 5, 2012

Action: Create and implementOps Codes to track lost sales.Weekly follow up contact tocustomers to ask for saleDate: December 5, 2012

Action: Clean up andorganize service area anddisplay POP items.Date: January 4, 2013

Action: Review 6 month saleshistory, forward last 90 daysinvoices to account managerfor review.Date: December 15, 2012

Action: Create tirestorage/display rack and placeon the service drive.Date: February 10, 2013

Action: Establish daily reorderprocess. Organize partsdepartment to make room fornew stationary tire rack unit.Date: December 15, 2012

Action: Schedule Tires 101Training for service advisors.Date: November 30, 2012

Action: Review tire saleshistory, run RSSG and makeinventory recommendations.Discuss with PM.

Date: January 4, 2013Action: Conduct competitiveprice shop for top 3 SKUs andreview with all of fixed ops staff Date: December 1, 2012

Dealership Agreement:

Account Mgr. Agreement:

Follow-up Date:


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23

Action Steps(List specific actions)

Description ResponsibilityList all accountable for tasks

30days

RO Review Continued RO/ Service lane inspectionreview

Field Trainer/ AccountManager

RSSG Review inventory and make any needadjustments to comply with auto replenish

Parts Manager

DRSG Update DRSG with price adjustment andSM hold advisors accountable to using thetool

Service Manager/Account Manager

Competitive Shop Provide advisors with competitive shop sothey can be confident that we arecompetitive

Service Manager

60days

Goals Implement tire goals per advisor ServiceManager/AccountManager

Mystery shop Call advisors to mystery shop tires Field Trainer

Marketing Material Setup additional marketing material onservice drive (customized banners, stackcovers, good-better options) Utilizepromotional updates to customers

Marketing Material

90days

Quarterly Business Plan Business plan with managers to reviewprogress and set action plan for nextquarter

All

RO Review Continued RO/ Service lane inspectionreview

Field Trainer/

Take a moment to write

your questions.


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Youre done! Please

exit the course.

What are your next

steps?

understanding the slide deck

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