All courses are taught by expert industry veterans who recognize the realities of your dealership because they’ve been there themselves. We provide courses in all areas of the dealership, from fixed operations to variable operations, all the way up to leadership and succession planning. Narrow your search below by an Area of Focus or by course date.
Call the NCM Institute at 866-756-2620 for more information or to register. *New training sessions now available through NCMi's Virtual Learning Platform, eLearn.
Ideal for executives who have limited or no knowledge of the fixed ops department, our General Manager’s Guide to Service and Parts course provides a high level overview of fundamental parts and service management responsibilities. This curriculum is designed for participants who desire a fundamental understanding of key metrics for performance measurement and general operating guidelines for successful fixed operations management.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 1 ½ days
Key Objectives & Competencies:
Understand and rate your dealership on the 35 key processes of the service department
Utilize key performance indicators (KPIs) and best practice guides
Conduct an NCM Repair Order Analysis to identify work mix and opportunities
Complete a “what if” study to help achieve incremental increase in sales and margins on customer-paid repair orders (ROs)
Class Length:1 ½ days
Key Objectives & Competencies:
Understand and rate your dealership on the 35 key processes of the service department
Utilize key performance indicators (KPIs) and best practice guides
Conduct an NCM Repair Order Analysis to identify work mix and opportunities
Complete a “what if” study to help achieve incremental increase in sales and margins on customer-paid repair orders (ROs)
Cost:
$1,295.00 Per Seat
Requirements:
None
Recommended for:
Planned Succession Personnel, General Managers, Controllers, and CFOs
In this Buy Here Pay Here (BHPH) course, students will learn a proven process that increases your collections, reduces delinquency and charge-offs, and improves customer relations and future sales, all while keeping you compliant with the ever-changing legal landscape. This dedicated course combines structured learning with invaluable roleplaying to hone the most effective collections skills for the BHPH dealership.
Class Length: 1 1/2 days
Key Objectives & Competencies:
The attitude needed to be an effective collector
Telephone skills
Professionally deal with increasingly difficult customers
Problem-solving techniques
Increase dollars collected
The proper greetings to stay compliant and put customers at ease
Underwriting and credit reports
Seven phrases to disarm customer defenses
Overcome objections and ask for payment in full
Be compliant throughout every step of the collection process
Class Length:1 1/2 days
Key Objectives & Competencies:
The attitude needed to be an effective collector
Telephone skills
Professionally deal with increasingly difficult customers
Problem-solving techniques
Increase dollars collected
The proper greetings to stay compliant and put customers at ease
Underwriting and credit reports
Seven phrases to disarm customer defenses
Overcome objections and ask for payment in full
Be compliant throughout every step of the collection process
In addition to the normal day-to-day challenges of operating a department within a dealership, collision centers also face some unique challenges. In this course, we will explore departmental production, expense controls, departmental growth, and accountability management. These topics focus on improving collision center profitability, but because profitability doesn’t happen by accident, the knowledge provided in this class will help your manager better understand and implement the components required to operate a profitable collision shop.
In this course, students will experience instructor-led interactive discussions, department analysis tools, and classroom lecture. We will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
Class Length: 2 ½ days
Key Objectives & Competencies:
Manage your department by the numbers through NCM Benchmark data and key performance indicators (KPIs)
Develop better scheduling practices and management of cycle times within the shop
Expand your collision center into other areas such as detailing, paintless dent repair, interior repair, etc.
Develop a marketing plan to produce sales through your service and sales departments
Class Length:2 ½ days
Key Objectives & Competencies:
Manage your department by the numbers through NCM Benchmark data and key performance indicators (KPIs)
Develop better scheduling practices and management of cycle times within the shop
Expand your collision center into other areas such as detailing, paintless dent repair, interior repair, etc.
Develop a marketing plan to produce sales through your service and sales departments
Cost:
$1,895 Per Seat
Requirements:
None
Recommended for:
Collision Center Managers, Assistant Collision Center Managers, Parts Managers, Service Managers, and Fixed Operations Directors
NCMi's Effective Leadership course focuses on developing the skills necessary to lead, not just manage, your team to improved performance. Our course will cover accountability management, workforce planning, coaching your team, and much more. By implementing what you learn, you will become a more effective leader and take your department or dealership to the next level.
In this course, students will experience instructor-led interactive discussions, departmental analysis tools, and a menu of best practices to develop a business plan for their dealership.
Class Length: 1 ½ days
Key Objectives & Competencies:
Manage your department by the numbers through NCM Benchmark data and key performance indicators (KPIs)
Develop better scheduling practices and management of cycle times within the shop
Expand your collision center into other areas such as detailing, paintless dent repair, interior repair, etc.
Develop a marketing plan to produce sales through your service and sales departments
Class Length:1 ½ days
Key Objectives & Competencies:
Manage your department by the numbers through NCM Benchmark data and key performance indicators (KPIs)
Develop better scheduling practices and management of cycle times within the shop
Expand your collision center into other areas such as detailing, paintless dent repair, interior repair, etc.
Develop a marketing plan to produce sales through your service and sales departments
Cost:
$1,295 Per Seat
Requirements:
None
Recommended for:
Departmental Managers, Planned Succession Personnel, General Managers, COOs, Managing Partners, and Dealer Principals
Part one of two in our Express Service Management program provides you with the fundamental best practices utilized by the leading express service providers in the industry. Express Service Management I: Foundation focuses on the strategic planning and execution elements required to successfully launch and manage an express service operation in your dealership.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
Class Length: 2 days
Key Objectives & Competencies:
Scheduling and workflow management
Understanding express service metrics
Defining the additional service request (ASR) process
Creating a reservation, write up, in-bay, and an active delivery system that will increase express service efficiency
Understanding gross profit and gross profit margin calculations
Tracking of lines sold and hours on the repair order (RO)
Class Length:2 days
Key Objectives & Competencies:
Scheduling and workflow management
Understanding express service metrics
Defining the additional service request (ASR) process
Creating a reservation, write up, in-bay, and an active delivery system that will increase express service efficiency
Understanding gross profit and gross profit margin calculations
Tracking of lines sold and hours on the repair order (RO)
Cost:
$1,795 Per Seat
Requirements:
None
Recommended for:
Express Managers/Team Leads, Service Managers, Parts Managers, and Fixed Ops Directors
Part two of our Express Service Management Program looks at the customer experience, customer retention, and profitability management elements utilized by the most successful express service operations in dealerships across North America.
After a student completes Express Service Management I: Foundation, they become eligible to attend Express Service Management II: Strategies. This course will take a deeper dive into specific topics from the first course along with introducing some new topics. Not unlike Foundation, the Strategies course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 1 1/2 days
Key Objectives & Competencies:
Define and communicate team expectations
Develop effective service menus
Understand the impact of the parts department on express service and vice versa
Overcome common parts-related obstacles in express service
Organization charts—understanding the chain of command
Develop daily task sheets, or Did it Today (DIT) sheets, to assist in managing your staff
Good, better, best maintenance menu options
Class Length:1 1/2 days
Key Objectives & Competencies:
Define and communicate team expectations
Develop effective service menus
Understand the impact of the parts department on express service and vice versa
Overcome common parts-related obstacles in express service
Organization charts—understanding the chain of command
Develop daily task sheets, or Did it Today (DIT) sheets, to assist in managing your staff
Good, better, best maintenance menu options
Cost:
$1,295 Per Seat
Requirements:
Express Service Management I: Foundation
Recommended for:
Express Managers/Team Leads, Service Managers, Parts Managers, and Fixed Ops Directors
Part one of two in our Financial Management Program is perfect for those with a desire to learn more about accounting principles and how documents flow through a financial statement. It doesn’t matter if your experience is working inside the accounting department or in one of the operational departments, you will broaden and deepen your knowledge about the format and flow of dealership financial statements. Plus, you will become acquainted with the “jargon,” key performance indicators (KPIs), and best
practices of well-run variable, service, and parts departments. This training is appropriate for veteran managers to refresh and enhance basic financial analysis skills, and for those newer to the automotive industry or their position.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
Class Length: 2 ½ days
Key Objectives & Competencies:
Key Objectives & Competencies:
Increase targeting of expense reduction opportunities
Learn the structure of the financial statement: balance sheet, income statement, and departmental operating pages
Understand cash flow versus net profit
Learn to convey numbers to bridge the gap between operations and accounting
Recognize fundamental key performance indicators (KPIs) in operating departments
Improve cash flow through a better understanding of the balance sheet
Know where the numbers come from and track changes in assets, liabilities, and equity
Perform calculations for dealership inventories and identify reduction opportunities
Monitor key departmental weekly and monthly numbers thru the daily operating control
Class Length:2 ½ days
Key Objectives & Competencies:
Key Objectives & Competencies:
Increase targeting of expense reduction opportunities
Learn the structure of the financial statement: balance sheet, income statement, and departmental operating pages
Understand cash flow versus net profit
Learn to convey numbers to bridge the gap between operations and accounting
Recognize fundamental key performance indicators (KPIs) in operating departments
Improve cash flow through a better understanding of the balance sheet
Know where the numbers come from and track changes in assets, liabilities, and equity
Perform calculations for dealership inventories and identify reduction opportunities
Monitor key departmental weekly and monthly numbers thru the daily operating control
Cost:
$1,895 Per Seat
Requirements:
None
Recommended for:
Department Managers, Office Managers, Controllers, General Managers, and CFOs
In part two of our Financial Management Program, students learn how to balance conflicting priorities and work more effectively with their COOs, department managers, employees, and the financial community. Students will also learn how to develop valuable departmental profit improvement plans, right-size current asset levels, and construct cash flow statements.
After a student completes Financial Management I: Foundation, they become eligible to attend Financial Management II: Strategies. This course will take a deeper dive into specific topics from the first course, along with introducing some new topics. Not unlike Foundation, the Strategies course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 2 days
Key Objectives & Competencies:
Learn the metrics you need to measure to achieve success
Develop and maintain financial policies and procedures
Discover how to prepare a cash flow analysis
Develop and utilize an effective daily operating control (DOC) process
Facilitate productive weekly manager meetings
Review and report daily cash flow
Class Length:2 days
Key Objectives & Competencies:
Learn the metrics you need to measure to achieve success
Develop and maintain financial policies and procedures
Discover how to prepare a cash flow analysis
Develop and utilize an effective daily operating control (DOC) process
More than just a dealer academy, the NCMi General Management Executive Program (GMEP) is a practical and comprehensive education program that prepares current and future dealers and managers for long-term automotive careers.
GMEP spans across 11 months, meeting for 3 ½ days every-other month for a total of six sessions. During this timeframe, students take a deep dive into each dealership department: sales, service and parts, and the accounting office are just some of what's included. Students will learn how each department operates, what drives performance, what obstacles to watch for, and how to lead their team to success.
Throughout the program, students will utilize NCM’s proprietary Guarantee of Action (GOA) plans, as well as review and critique the dealership’s NCM financial composite.
Class Length:
Key Objectives & Competencies:
Class Length:
Key Objectives & Competencies:
Cost:
$9,750 Per Seat
Requirements:
None
Recommended for:
Future General Manager/Dealer Principals (High Potential Employees), Planned Succession Personnel, General Managers, Managing Partners, Dealer Principals, and COOs
In part one of this two-part program, General Management I will provide you with an opportunity to learn about areas of the dealership that most general managers are the least familiar with. This course will take you through an in-depth understanding of accountability management, dealership financials, and fixed operations. You will gain a better understanding of these departments and how to drive the numbers, which will enable you to be a more complete leader of the dealership.
In this course, we will utilize NCM's proprietary Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student
Class Length: 3 ½ days
Key Objectives & Competencies:
Accounting terminology
Income statement and balance sheet
Ways to improve profit through key performance indicators (KPIs)
Parts inventory turn
35 key processes for the service department
Class Length:3 ½ days
Key Objectives & Competencies:
Accounting terminology
Income statement and balance sheet
Ways to improve profit through key performance indicators (KPIs)
Parts inventory turn
35 key processes for the service department
Cost:
$2,195 Per Seat
Requirements:
None
Recommended for:
General Managers, Planned Succession Personnel, COOs, Managing Partners, and Dealer Principals
General Management II builds upon what you learned in General Management I, but also focuses on the variable operations department with added emphasis on the used vehicle department.
This course will utilize NCM’s proprietary Guarantee of Action (GOA) plans which provide a roadmap for improvement specific to your dealership and training.
Class Length: 3 ½ days
Key Objectives & Competencies:
Manage vehicle aging, the single biggest challenge in the used vehicle department
Manage salesperson activity and production
Maximize eCommerce marketing
Develop strategies for the four main opportunities to do business (OTDB)
Understand and rate your dealership on the 30 key processes for the used vehicle department
Establish criteria for stocking levels
Class Length:3 ½ days
Key Objectives & Competencies:
Manage vehicle aging, the single biggest challenge in the used vehicle department
Manage salesperson activity and production
Maximize eCommerce marketing
Develop strategies for the four main opportunities to do business (OTDB)
Understand and rate your dealership on the 30 key processes for the used vehicle department
Establish criteria for stocking levels
Cost:
$2,195 Per Seat
Requirements:
General Management I: Financial & Fixed Ops Mgmt
Recommended for:
General Managers, Planned Succession Personnel, COOs, Managing Partners, and Dealer Principals
In part one of three in our General Sales Management Program, you will learn how to lead other variable ops managers and the sales team, and be more effective in today’s challenging and competitive retail environment.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize our proprietary Guarantee of Action (GOA) plans to provide a road map for improvement that is individualized for each student.
Class Length: 2 ½ days
Key Objectives & Competencies:
Learn to manage the dealership variable operations through accountability management
Recruit and train new vehicle sales consultants
Manage sales team activities
Understand the NCM composite and benchmarks to analyze your operation and identify potential opportunities
Develop a sales talent screening and on-boarding program
Execute effective one-on-one meetings to drive production
Understand how to develop a used vehicle model inventory
Class Length:2 ½ days
Key Objectives & Competencies:
Learn to manage the dealership variable operations through accountability management
Recruit and train new vehicle sales consultants
Manage sales team activities
Understand the NCM composite and benchmarks to analyze your operation and identify potential opportunities
Develop a sales talent screening and on-boarding program
Execute effective one-on-one meetings to drive production
Understand how to develop a used vehicle model inventory
Cost:
$1,895 Per Seat
Requirements:
None
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Part two of three in our General Sales Management Program is designed to help improve productivity and win the respect of your management team with a thorough understanding of sales department profitability and asset management. This course delivers the advanced skills you’ll need to direct a more successful sales organization.
After a student completes General Sales Management I: Foundation, they become eligible to attend General Sales Management II: Strategies. This course will take a deeper dive into specific topics from Foundation, along with introducing some new topics. Not unlike course one, Strategies will utilize NCM’s exclusive Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
In this second level course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 2 days
Key Objectives & Competencies:
Improve departmental profitability through key performance indicators (KPIs) and best practice guides
Manage the sales process and traffic control through understanding of opportunities to do business (OTDB)
Develop a world-class BDC/internet operation
Determine the key areas of focus you should monitor and track daily, weekly, and monthly
Execute an effective traffic management plan within your dealership
Create an internet lead tracking system that includes first party as well as manufacturer leads
Class Length:2 days
Key Objectives & Competencies:
Improve departmental profitability through key performance indicators (KPIs) and best practice guides
Manage the sales process and traffic control through understanding of opportunities to do business (OTDB)
Develop a world-class BDC/internet operation
Determine the key areas of focus you should monitor and track daily, weekly, and monthly
Execute an effective traffic management plan within your dealership
Create an internet lead tracking system that includes first party as well as manufacturer leads
Cost:
$1,795 Per Seat
Requirements:
General Sales Management I: Foundation
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Part three in our General Sales Management Program, this course begins with each student presenting a detailed review of their Guarantee of Action (GOA) plans they created in GSM I & II. They share the successes and challenges they experienced while transforming their variable operations. This interactive learning experience helps each student take themselves and their team to new levels of success. Ideally, this class would be taken approximately six months after completing General Sales Management II: Strategies to allow students enough time to implement changes in their dealership.
Class Length: 2 days
Key Objectives & Competencies:
Utilize a peer collaboration process to exchange best practices, experiences, ideas, and strategies
Evaluate and get feedback on GOAs (Guarantee of Action plans)
Review and expand on previous course content
Master the 30 responsibilities of used vehicle management
Break down responsibility in inventory, marketing, and sales production management
Make use of organizational charts, job descriptions and objectives, and regular one-on-one meetings
Develop, implement, and manage your sales compensation plans
Class Length:2 days
Key Objectives & Competencies:
Utilize a peer collaboration process to exchange best practices, experiences, ideas, and strategies
Evaluate and get feedback on GOAs (Guarantee of Action plans)
Review and expand on previous course content
Master the 30 responsibilities of used vehicle management
Break down responsibility in inventory, marketing, and sales production management
Make use of organizational charts, job descriptions and objectives, and regular one-on-one meetings
Develop, implement, and manage your sales compensation plans
Cost:
$1,795 Per Seat
Requirements:
General Sales Management I: Foundation & General Sales Management II: Strategies
Recommended for:
General Sales Managers, New or Used Vehicles Sales Managers, F&I Directors, F&I Producers, and Variable Operations Directors
Hiring Top Talent is designed for those who recruit, interview, hire, on-board, and review staff. This course will show students how to determine what the job entails, create a job description that accurately reflects required skills and expected performance, and find the most qualified candidates. Most importantly, students will learn how to conduct a thorough, in-depth interview using a proven set of interview questions that go beyond “Tell me about yourself.” The interview question set will generate an accurate picture of the candidate’s strengths, weaknesses, thinking styles, values, and what they can contribute to your dealership.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 1 ½ days
Key Objectives & Competencies:
Find and attract quality candidates
Determine a candidate’s true talents and match them to job descriptions
Define job requirements so candidates know exactly what the position requires
Conduct a thorough interview so you’ll know exactly how a candidate will perform on the job before you hire him/her
Create detailed reference check questions that help you understand what a candidate has done in the past and how they’re likely to perform in the future
Class Length:1 ½ days
Key Objectives & Competencies:
Find and attract quality candidates
Determine a candidate’s true talents and match them to job descriptions
Define job requirements so candidates know exactly what the position requires
Conduct a thorough interview so you’ll know exactly how a candidate will perform on the job before you hire him/her
Create detailed reference check questions that help you understand what a candidate has done in the past and how they’re likely to perform in the future
Cost:
$1,295 Per Seat
Requirements:
None
Recommended for:
General Managers, Departmental Managers, Members of the Human Resources Team, and anyone involved in the hiring process
Internet/BDC Operations Management will teach you the best operational structure, core processes, and situational processes for an Internet and BDC department.
Taught by the experts of Kain Automotive, attendees will learn proven communication tactics and word tracks for email, phone, text, chat, video, and mail. All classroom discussions are focused on improving your team and providing an exceptional return on your investment. Attendees will return with a Digital Success Guide, Inbound Call Guide, and Outbound Call Guide to ensure class curriculum succeeds back at your dealership
Class Length: 2 days
Key Objectives & Competencies:
Understand the dynamics that involve the entire digital experience – the technical, where they find you, and ultimately what the experience is when they visit the dealership
Create a true VIP experience utilize that to inspire the appointment
Identifying the correct structure for your operation
Differentiate your dealership with proven processes and how to make them work
Continued database marketing
The Right Language to lead the call – proven word tracks
Quality communication techniques using text and email that compel a response
Video Conferencing is the next engagement superpower
Class Length: 2 days
Key Objectives & Competencies:
Understand the dynamics that involve the entire digital experience – the technical, where they find you, and ultimately what the experience is when they visit the dealership
Create a true VIP experience utilize that to inspire the appointment
Identifying the correct structure for your operation
Differentiate your dealership with proven processes and how to make them work
Continued database marketing
The Right Language to lead the call – proven word tracks
Quality communication techniques using text and email that compel a response
Video Conferencing is the next engagement superpower
Mastering Digital Marketing is designed to help attendees expand their online presence, create a framework for success, and understand automotive digital marketing methods. This includes website design, search, lead sourcing, online classifieds, social media, and reputation management.
The main emphasis in this course is on developing fundamental concepts along with practical application. We expect attendees of this course to work independently and/or hold their vendors accountable to their digital marketing efforts.
Class Length: 2 days
Key Objectives & Competencies:
Understand consumer trends and who you’re marketing to
Create a 360-degree marketing plan
Simplify your website to increase user experience and usability
Learn how Google sees your website and optimize the data for search engines
Position your dealership to appear in local search results
Design a strategy to get great customer reviews
Influence customers through social media sites and ads
Class Length:2 days
Key Objectives & Competencies:
Understand consumer trends and who you’re marketing to
Create a 360-degree marketing plan
Simplify your website to increase user experience and usability
Learn how Google sees your website and optimize the data for search engines
Position your dealership to appear in local search results
Design a strategy to get great customer reviews
Influence customers through social media sites and ads
Cost:
$1,795 Per Seat
Requirements:
None
Recommended for:
Dealers, General Managers, General Sales Managers, and Internet/BDC Managers
Part one of three in our Parts & Accessories Management Program will provide you with an in-depth look at inventory strategies, margin management, and leadership skills. After completion, the parts manager will be able to identify ways to make your inventory turn faster, at higher margins, driving additional profitability. Students will also have a better understanding of what metrics and processes drive the department. This knowledge will increase communication within the dealership and improve profitability within the department.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize NCM's Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
Class Length: 2 ½ days
Key Objectives & Competencies:
How to manage a parts department for maximum profitability
Develop pricing strategies to maximize margins and increase sales
Utilize a variety of formulas to measure inventory performance
Manage numbers through NCM Benchmarks and key performance indicators (KPIs)
Understand and rate your dealership on the 35 key processes for the parts department
Measure inventory through gross turn and true turn performance measurements
New Virtual Training Sessions Now Available for This Course *Full classes take place over 4 weeks
Class Length:2 ½ days
Key Objectives & Competencies:
How to manage a parts department for maximum profitability
Develop pricing strategies to maximize margins and increase sales
Utilize a variety of formulas to measure inventory performance
Manage numbers through NCM Benchmarks and key performance indicators (KPIs)
Understand and rate your dealership on the 35 key processes for the parts department
Measure inventory through gross turn and true turn performance measurements
New Virtual Training Sessions Now Available for This Course *Full classes take place over 4 weeks
Cost:
$1,895 Per Seat
Requirements:
None
Recommended for:
Parts Managers, Assistant Parts Managers, Service Managers, Fixed Operations Directors, and General Managers
In part two of our Parts & Accessories Management Program, you will take a more intense look at the areas that drive net profit. This hands-on course will help you develop the skills to manage your department and lead it to excellence.
After a student completes Parts & Accessories Management I: Foundation, you become eligible to attend Parts & Accessories Management II: Strategies. This second-level course will take a deeper dive into specific topics from the Foundation course while introducing some new topics. Course one and course two can be taken during the same week, but due to the amount of information provided, it can be beneficial to allow more time between these courses. Not unlike Foundation, Strategies will utilize our Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 2 days
Key Objectives & Competencies:
Develop effective ways to define and communicate employee responsibilities
Implement departmental expense controls
Improve department efficiency
Determine if wholesale is profitable for your department
Develop a detailed monthly departmental forecast
Understand how to develop counterperson pay plans that meet expense guidelines
Create a facility plan that maximizes space
Class Length:2 days
Key Objectives & Competencies:
Develop effective ways to define and communicate employee responsibilities
Implement departmental expense controls
Improve department efficiency
Determine if wholesale is profitable for your department
Develop a detailed monthly departmental forecast
Understand how to develop counterperson pay plans that meet expense guidelines
Create a facility plan that maximizes space
Cost:
$1,795 Per Seat
Requirements:
Parts & Accessories Management I: Foundation
Recommended for:
Parts Managers, Assistant Parts Managers, Service Managers, and Fixed Operations Directors
Part three of our Parts & Accessories Management Program is designed for students who have completed sessions I and II and will expand upon the principals and tactics discussed in earlier sessions. Students will review their Guarantee of Action Plans to learn from their results and roadblocks. Instructors will utilize interactive exercises and case studies to help attendees master the strategies and tactics covered in class, and how to apply the curriculum back at their dealership.
This course will utilize new Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student upon completion
Class Length: 2 days
Key Objectives & Competencies:
Introduction to the 35 Fundamentals of Parts Management checklist, which covers the most impactful processes that need to be defined, measured, and
managed in a parts department.
Deep dive into pay plan theory.
Learn how to plan personnel expenses better.
Time management training to help get the most from parts managers while keeping a work-life balance.
In-depth group case study to learn how to develop and present ways to fix a deficient parts department.
Introduction to a monthly tracking and evaluation form for the most critical metrics in a parts department.
Class Length:2 days
Key Objectives & Competencies:
Introduction to the 35 Fundamentals of Parts Management checklist, which covers the most impactful processes that need to be defined, measured, and
managed in a parts department.
Deep dive into pay plan theory.
Learn how to plan personnel expenses better.
Time management training to help get the most from parts managers while keeping a work-life balance.
In-depth group case study to learn how to develop and present ways to fix a deficient parts department.
Introduction to a monthly tracking and evaluation form for the most critical metrics in a parts department.
Cost:
$1,795 Per Seat
Requirements:
Parts & Accessories Management II: Strategies
Recommended for:
Parts Managers, Assistant Parts Managers, Service Managers, and Fixed Operations Directors
NCMi's Sales Consultant I course focuses on helping both new and experienced salespeople develop the skills and work habits that lead to predictable, consistent growth. In the retail automotive environment, the sales consultant is an essential piece in the sales process. By learning and implementing the key procedures, best practices, and strategies that are proven to work in any marketplace, your team will be prepared to move more units while growing their earning potential.
Our courses are designed to promote interaction between veteran instructors and your industry peers. We believe this environment ensures all students get the personalized attention they need to retain the critical skills necessary to succeed back at the dealership. In this course, students will experience instructor-led interactive discussions, participate in interactive role playing and group activities, and learn how to master the art of new and used vehicle sales.
Class Length: 1 Day
Key Objectives & Competencies:
In-person and phone communication skills that drive sales
Sales processes and systems for any dealership size
Buyer personas and how to work with a variety of customer types
Time management and accountability
How to handle and overcome objections
Digital, phone, and in-person lead handling
How to sell off-brand vehicles
Learning to build value propositions
How to sell opportunities
New Virtual Training Sessions Now Available for This Course** **Full classes take place over 2 weeks
Class Length:1 Day
Key Objectives & Competencies:
In-person and phone communication skills that drive sales
Sales processes and systems for any dealership size
Buyer personas and how to work with a variety of customer types
Time management and accountability
How to handle and overcome objections
Digital, phone, and in-person lead handling
How to sell off-brand vehicles
Learning to build value propositions
How to sell opportunities
New Virtual Training Sessions Now Available for This Course** **Full classes take place over 2 weeks
Cost:
$599 Per Seat
Requirements:
None
Recommended for:
Sales Consultants, Assistant Sales Managers, Internet Sales Consultants, Sales Managers
NCMi's Sales Consultant II course continues building on the foundations from Sales Consultant I, focusing on helping both new and experienced salespeople develop the skills and work habits that lead to predictable, consistent growth. Sales Consultant II has been designed to improve a salesperson’s inbound and outbound phone skills, but also introduces modern, digital techniques that are required to compete in today’s automotive landscape – including texting, email, and video.
In the retail automotive environment, the sales consultant is an essential piece in the sales process. By learning and implementing the key procedures, best practices, and strategies that are proven to work in any marketplace, your team will be prepared to move more units while growing their earning potential. Our courses are designed to promote interaction between veteran instructors and your industry peers. We believe this environment ensures all students get the personalized attention they need to retain the critical skills necessary to succeed back at the dealership. In this course, students will experience interactive, instructor-led discussions, participate in interactive role playing and group activities, and learn how to master the art of new and used vehicle sales.
Class Length: 1 Day
Key Objectives & Competencies:
Developing and utilizing word tracks
Effective phone communication skills that drive sales
Modern communication techniques
Sales processes and systems for any dealership size
Digital lead handling
New Virtual Training Sessions Now Available for This Course**
**Full classes take place over 2 weeks
Class Length:1 Day
Key Objectives & Competencies:
Developing and utilizing word tracks
Effective phone communication skills that drive sales
Modern communication techniques
Sales processes and systems for any dealership size
Digital lead handling
New Virtual Training Sessions Now Available for This Course**
**Full classes take place over 2 weeks
Cost:
$599 Per Seat
Requirements:
None
Recommended for:
Sales Consultants, Assistant Sales Managers, Internet Sales Consultants, Sales Managers
In the Service Advisor Training I course we will provide students with essential roles and responsibilities of the professional service advisor and an overview of NCM service and parts best practices. Students will learn how to deliver world-class service while expanding sales opportunities.
Class Length: 1 day
Key Objectives & Competencies:
Critical KPIs (key performance indicators) such as gross profit and effective labor rate
Understanding the service “Road to the Sale” process
Service advisors experience more face-to-face customer contacts than any other dealer personnel, and yet most service advisors are not trained on the fundamentals needed to be successful at their position, including job-related roles & responsibilities. In the Service Advisor Training II course, students will maximize the effectiveness of customer satisfaction skills and salesmanship to improve both transactional quality and retention. This course is ideal of service advisors looking to expand their skills in their profession, polish their soft skills, and take their career to the next level.
Class Length: 1 day
Key Objectives & Competencies:
In-Depth review of the Road to a Sale (RTAS) process.
Improve individual participant performance in objectives outlined in Service Advisor Training I.
Individual goal setting and personal development in the role of a service advisor.
Maximizing customer satisfaction by providing a world-class service experience.
Advanced selling strategies, including interactive discussions on overcoming client objections and closing the sale.
The role of an advisor in production management, advanced production management concepts, and an overview of express service opportunities.
New Virtual Training Sessions Now Available for This Course* *Full classes take place over 4 weeks
Class Length:1 day
Key Objectives & Competencies:
In-Depth review of the Road to a Sale (RTAS) process.
Improve individual participant performance in objectives outlined in Service Advisor Training I.
Individual goal setting and personal development in the role of a service advisor.
Maximizing customer satisfaction by providing a world-class service experience.
Advanced selling strategies, including interactive discussions on overcoming client objections and closing the sale.
The role of an advisor in production management, advanced production management concepts, and an overview of express service opportunities.
New Virtual Training Sessions Now Available for This Course* *Full classes take place over 4 weeks
In part one of our three-part Service Management Program, we teach managers the specific skill sets to leverage labor efficiencies and production management through opportunities to do business (OTDB) to maximize department profits. This course will provide a clear path for improved accountability management, leadership, development, and communication of a defined strategy for process evaluation and improvement.
Students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
Class Length: 2 ½ days
Key Objectives & Competencies:
Understand effective labor rates and gross profit margin to maximize profitability
Establish and manage the service "Road to the Sale" process
Learn methods to uncover additional departmental labor hours
Understand and rate your dealership on the 35 key processes for the service department
Create a reservation process
Perform daily start-up meetings with your staff
New Virtual Training Sessions Now Available for This Course* *Full classes take place over 4 weeks
Class Length:2 ½ days
Key Objectives & Competencies:
Understand effective labor rates and gross profit margin to maximize profitability
Establish and manage the service "Road to the Sale" process
Learn methods to uncover additional departmental labor hours
Understand and rate your dealership on the 35 key processes for the service department
Create a reservation process
Perform daily start-up meetings with your staff
New Virtual Training Sessions Now Available for This Course* *Full classes take place over 4 weeks
Cost:
$1895 Per Seat
Requirements:
None
Recommended for:
Service Managers, Assistant Service Managers, and Fixed Operations Directors
Part two of our Service Management three-part program focuses on the advanced elements of strategic planning and tools required to effectively market and manage the sales environment of your department.
Only students who complete Service Management I: Foundation are eligible to attend Service Management II: Strategies. The Strategies course will take a deeper dive into specific topics from the first course, along with introducing some new topics. Not unlike course one, course two will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 2 days
Key Objectives & Competencies:
Create effective service menus
Determine the impact of the parts department on the service department and vice versa
Understand advanced production structures to improve shop capacity
Develop good, better, best maintenance menu options
Overcome common parts-related obstacles in the service department
Develop a tracking system for important service drive sales measurements
Class Length:2 days
Key Objectives & Competencies:
Create effective service menus
Determine the impact of the parts department on the service department and vice versa
Understand advanced production structures to improve shop capacity
Develop good, better, best maintenance menu options
Overcome common parts-related obstacles in the service department
Develop a tracking system for important service drive sales measurements
Cost:
$1,795 Per Seat
Requirements:
Service Management I: Foundation
Recommended for:
Service Managers, Assistant Service Managers, and Fixed Operations Directors
Part three in our Service Management Program, Service Management III: Application, begins with each student presenting a detailed review of the Guarantee of Action (GOA) plans they created in the previous two courses, Service Management I: Foundation and Service Management II: Strategies. They share the successes and challenges involved in transforming their fixed operations department with fellow classmates. This interactive learning experience helps each student take themselves and their team to new levels of success. Ideally, this class would be taken four to six months after completing Service Management II: Strategies.
Class Length: 2 days
Key Objectives & Competencies:
Exchange best practices, experiences, ideas, and strategies using a peer collaboration process
Evaluate and get feedback on GOAs (Guarantee of Action plans)
Review and expand on previous course content
Convert service advisors to service sales professionals
Maximize repair orders through the multi-point inspection process
Define key processes that enhance customer satisfaction and sales opportunities
Implement and refine the multi-point inspection (MPI) and additional service request (ASR) selling processes
Identify and track key express service metrics
Class Length:2 days
Key Objectives & Competencies:
Exchange best practices, experiences, ideas, and strategies using a peer collaboration process
Evaluate and get feedback on GOAs (Guarantee of Action plans)
Review and expand on previous course content
Convert service advisors to service sales professionals
Maximize repair orders through the multi-point inspection process
Define key processes that enhance customer satisfaction and sales opportunities
Implement and refine the multi-point inspection (MPI) and additional service request (ASR) selling processes
Identify and track key express service metrics
Cost:
$1,795 Per Seat
Requirements:
Service Management I: Foundation & Service Management II: Strategies
Recommended for:
Service Managers, Assistant Service Managers, and Fixed Operations Directors
No pay plan is a substitute for sound management; but the right plan, coupled with the right management focus, will produce the desired results.
In this course, you’ll learn the strategies and methods used to develop sales and management pay plans for both variable and fixed operations that motivate effectively, fairly, and produce increased bottom line results—for the employee and your dealership.
Students will experience instructor-led interactive discussion, department analysis tools, and classroom lectures designed to help you reduce turnover of valuable employees, attract top talent to your dealership, and improve performance in all departments. Upon completion of this training, you will return to your store with 35+ pay plans for various roles throughout the dealership!
Class Length: 1 ½ days
Key Objectives & Competencies:
Develop and implement internet coordinator/BDC pay plans, service advisor pay plans, parts counter personnel pay plans, general sales manager pay plans,
F&I pay plans, service writer pay plans, and many more
Create plans that motivate employees to achieve superior performance and leave the average behind
Develop a personal accountability management program
Class Length:1 ½ days
Key Objectives & Competencies:
Develop and implement internet coordinator/BDC pay plans, service advisor pay plans, parts counter personnel pay plans, general sales manager pay plans,
F&I pay plans, service writer pay plans, and many more
Create plans that motivate employees to achieve superior performance and leave the average behind
Develop a personal accountability management program
Cost:
$1,295 Per Seat
Requirements:
None
Recommended for:
Human Resources, Compensation Managers, and Management Staff
Part one of three in our Used Vehicle Management Program is the most impactful course in variable management, as most dealerships are struggling to maintain consistent profitability in this department. So much has changed in the last 10 years, there is much to be learned, understood, and embraced. This course will teach all the key elements to predict profitability.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture. This course will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
Class Length: 2 ½ days
Key Objectives & Competencies:
Understanding the aging process and how to manage it
Develop a daily process to review all new trades and purchases
Understand all roles and responsibilities of a used vehicle manager
Calculate daily holding cost, understand probability of sale, and implement a bucket system to manage inventory
Implement the daily trade walk/stock walk
Clearly define and implement an effective appraisal process for your store
Understand and rate your dealership on the 30 key processes for the used vehicle department
New Virtual Training Sessions Now Available for This Course* *Full classes take place over 4 weeks
Class Length:2 ½ days
Key Objectives & Competencies:
Understanding the aging process and how to manage it
Develop a daily process to review all new trades and purchases
Understand all roles and responsibilities of a used vehicle manager
Calculate daily holding cost, understand probability of sale, and implement a bucket system to manage inventory
Implement the daily trade walk/stock walk
Clearly define and implement an effective appraisal process for your store
Understand and rate your dealership on the 30 key processes for the used vehicle department
New Virtual Training Sessions Now Available for This Course* *Full classes take place over 4 weeks
Cost:
$1,895 Per Seat
Requirements:
None
Recommended for:
Used Vehicle Managers, General Sales Managers, and General Managers
In part two of three in our Used Vehicle Management Program, instructors will present the advanced knowledge and skills you need to maximize your used vehicle department. You will come away with an understanding of what it takes to shape organizational excellence and demonstrate the competencies that are critical for your success. This course will provide you with valuable knowledge in the areas of eCommerce and marketing.
After a student completes Used Vehicle Management I: Foundation, they become eligible to attend Used Vehicle Management II: Strategies. This course will take a deeper dive into specific topics from the first course, along with introducing some new topics. Not unlike course one, course two will utilize Guarantee of Action (GOA) plans to provide a roadmap for improvement that is individualized for each student.
In this course, students will experience instructor-led interactive discussion, department analysis tools, and classroom lecture.
Class Length: 2 days
Key Objectives & Competencies:
How to manage the metrics for opportunities to do business (OTDB)
Maximize internet effectiveness for your used vehicle department
Forecasting and managing profitability
Determine percentage of salesperson self-generated leads, inbound internet leads, inbound phone leads, and walk-in customers
Increase number of customers by aligning inventory to their needs
Create and market your unique selling proposition (USP) and develop a value folder
Class Length:2 days
Key Objectives & Competencies:
How to manage the metrics for opportunities to do business (OTDB)
Maximize internet effectiveness for your used vehicle department
Forecasting and managing profitability
Determine percentage of salesperson self-generated leads, inbound internet leads, inbound phone leads, and walk-in customers
Increase number of customers by aligning inventory to their needs
Create and market your unique selling proposition (USP) and develop a value folder
Cost:
$1,795 Per Seat
Requirements:
Used Vehicle Management I: Foundation
Recommended for:
Used Vehicle Managers, General Sales Managers, and General Managers
Part three of three in our Used Vehicle Management Program begins with each student presenting a detailed review of their Guarantee of Action (GOA) plans they created in previous courses. They share with each other their successes and challenges involved in transforming their used vehicle department. This interactive learning experience helps each student take themselves and their team to new levels of success. Ideally, this class would be taken approximately six months after completing Used Vehicle Management II: Strategies.
Class Length: 2 days
Key Objectives & Competencies:
Utilize a peer collaboration process to exchange best practices, experiences, ideas, and strategies
Evaluate and get feedback on previous session GOAs (Guarantee of Action plans)
Review and expand on previous course content
Five processes to improve used vehicle profitability
Digital marketing in a complex retail sales environment
Establish and execute the “hard turn” discipline
Review the 30-item used vehicle management checklist
Improve upon model inventory for your used vehicle department using the bucket system
Utilizing one-on-one meetings to lead your staff
Class Length:2 days
Key Objectives & Competencies:
Utilize a peer collaboration process to exchange best practices, experiences, ideas, and strategies
Evaluate and get feedback on previous session GOAs (Guarantee of Action plans)
Review and expand on previous course content
Five processes to improve used vehicle profitability
Digital marketing in a complex retail sales environment
Establish and execute the “hard turn” discipline
Review the 30-item used vehicle management checklist
Improve upon model inventory for your used vehicle department using the bucket system
Utilizing one-on-one meetings to lead your staff
Cost:
$1,795 Per Seat
Requirements:
Used Vehicle Management I: Foundation & Used Vehicle Management II: Strategies
Recommended for:
Used Vehicle Managers, General Sales Managers, and General Managers