Distinguish between Recognize each Recognize key By dealershipthis Clickthe end the to Introduction three common slide in of course,

you Planbe begin! dealership types. personnel will Business who attendable to: Plan Presentation. Business Meetings.

Have a pen and Understanding the Slide paper to writeDeck your questions!

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

The Businessopportunity in is It highlights Plan The BusinessPlan Meeting Presentation is an drive the dealership to important a formal or informal meeting element of thetoward OEM commitment Business Plan with the dealership. Meeting. programs.

DEALERSHIP TYPES The Champion Dealer The Striving Dealer The Disengaged Dealer

PROPERTIES Allow user to leave interaction: Show Next Slide Button: Completion Button Label:

After viewing all the steps Show upon completion Next Slide

Click eachuse the to learn How you image Business about each dealership type. Plan Presentation depends on the dealership type.
1

Click each image to learn about each dealership type.

1

Did you catch the other dealership Itypes?selling tires andgo find moreclick love Click here to I back or ways to sell tires all of the time! Next to move forward.
He is on automatic replenishment, his advisors are trained every quarter and there is a complete RO verification process in place. He is loyal to Dealer Tire and partners with his account manager. He is best in class with a share of 45%. Dealer Tire uses the Champion and his dealership to pilot any new programs and for best practices.

THE CHAMPION DEALER

Note: No audio on this slide.

Did you catch cars other dealership We seeClick here atoday, back we are 100 the go but or click types? only to move forward. Next selling 150 tires a month!
She only buys tires from Dealer Tire. Lately she has tried to make process improvements to sell more tires.

She works closely with her account manager and wants their help in any way.

THE STRIVING DEALER

Note: No audio on this slide.

I just dont see the value in selling tires at all!

He thinks tires take up too much room and there is no money to be made. He also does not believe it is possible to be competitive in the market so there is no reason to even try.

THE DISENGAGED DEALER

Note: No audio on this slide.

The BIPCO is located on Collaborate on the Inside Sales and Outside Sales pages.
Scroll down the page to Sales Tools and find the Enter here link to access the BIPCO.

REMEMBER THIS

3 Click the link Business Plan Configurator. 4 To open the BIPCO, select Yes to open the file in Excel.
After you click Create Presentation, the Business Plan Presentation is The BIPCO is the tool used to create Click here to generate saved on K:\Common Files\BusinessPlanConfigurator\<your user id>

a the Business PlanBusiness Plan Presentation. Presentation.

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

Take a moment to write your questions.

Always remember that each presentation will be different!

Take a moment to write your questions.

Lifetime Value Analysis Slide 1 3 Lifetime Value Analysis Slide 2 Shows howincreased the visits, services, Shows the breakdown of likelihood double for increased services when and profitsof a repeat non vehicle purchase or tires are purchased. for luxury lines & triple lease from customers Service luxury lines. Use this when a who purchase tires. Managerwith all dealership Use this is present at the Use this meeting.when a General types. Manager is present at the meeting.

Take a moment to write your questions.

Tire Replacement Opportunity These percentages are calculated from service lane inspections. Use this with all dealership types and audiences.

Review of Total Opportunity Tires This slide is a review of revenue and gross profit potential based on dealer specific criteria entered into the BIPCO. Use this with all dealership types to show their potential, if they capture 100% of their total opportunity.

This is the Total Opportunity. If Take a momentisto the dealer write your questions selling tires, they are already capturing some of this business!
Remember these from the BIPCO?

Presentation

Tire Purchase History This slide shows tire purchase history & share by month. Use this with all dealer types.

Take a moment to write down your questions.

Presentation

Share of Opportunity Captured-Tires Compares the dealers share of unit sales for the past 6 months with the Carline, Region, and Best in Class. Use this to motivate all dealer types.

Take a moment to write your questions!

Take a moment to write your questions.

40% Dealer Goal Share

Program Elements & Benefits Pick slide program This a fewlists the elements & benefits to discuss with all programs. of OEM dealership types.

Take a moment to write your questions.

PROPERTIES Allow user to leave interaction: Show Next Slide Button: Completion Button Label:

After viewing all the steps Show upon completion Next Slide

Service
Action: Implement 100% Inspection process that you can measure & reinforce Date: December 5, 2012

Parts
Action: Review 6 month sales history, forward last 90 days invoices to account manager for review. Date: December 15, 2012 Action: Create tire storage/display rack and place on the service drive. Date: February 10, 2013 Action: Establish daily reorder process. Organize parts department to make room for new stationary tire rack unit. Date: December 15, 2012

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

Action: Create and implement Ops Codes to track lost sales. Weekly follow up contact to customers to ask for sale Date: December 5, 2012 Action: Clean up and organize service area and display POP items. Date: January 4, 2013

Action: Review tire sales history, run RSSG and make inventory recommendations. Discuss with PM. Date: January 4, 2013

Action: Conduct competitive price shop for top 3 SKUs and review with all of fixed ops staff Date: December 1, 2012

Monthly Goals
Dealership Agreement: Account Mgr. Agreement: Follow-up Date: Tires
Dealership Per Advisor

511

102

Action Steps
(List specific actions)

Description
Continued RO/ Service lane inspection review Review inventory and make any need adjustments to comply with auto replenish Update DRSG with price adjustment and SM hold advisors accountable to using the tool Provide advisors with competitive shop so they can be confident that we are competitive Implement tire goals per advisor

Responsibility
List all accountable for tasks

RO Review RSSG

Field Trainer/ Account Manager Parts Manager Service Manager/ Account Manager Service Manager

30 days

DRSG

Take a moment to write your questions.

Competitive Shop Goals Mystery shop Marketing Material Call advisors to mystery shop tires Setup additional marketing material on service drive (customized banners, stack covers, good-better options) Utilize promotional updates to customers Business plan with managers to review progress and set action plan for next quarter

Service Manager/Account Manager Field Trainer Marketing Material

60 days

Quarterly Business Plan

All

90 days

RO Review

Continued RO/ Service lane inspection review

Field Trainer/

23

Youre done! Please What are your next exit the course. steps?