Leadership Development Institute

Jul 12, 2017 08:00am -
Mar 09, 2018 12:00pm
(GMT-6)

Event Description

The AED Leadership Development Institute (LDI) is a one-year program offering both new and experienced managers the opportunity to strengthen core leadership abilities, deepen cross-functional knowledge, and explore the strategic connections across lines of business.

 Program highlights include:

  • interactive sessions facilitated by industry experts and executive development professionals that explore key synergies across parts, service, sales, rental, finance, and administration
  • cohort learning experience
  • webinars and activities to cover additional topics and keep participants tied to program in between live meetings
  • customized assessments that explore individual leadership strengths and areas of opportunity
  • an Individual Development Plan and one-on-one coaching with a professional executive coach
  • capstone project that transfers learning from the classroom to the dealership
  • AED certification

View the full program brochure here.

 

SESSION ONE

 

July 12-14, 2017

2-1/2 Days

Location: Chicago

Day 1: Wednesday

8:00 am – 4:00 pm

Day 2: Thursday

8:00 am – 4:00 pm

Day 3: Friday

8:00 am - 12:00 pm

Welcome to the AED Leadership Development Institute

  • LDI Methodology & Program Highlights
  • Capstone Project Review
    • Applying LDI to Your Dealership
  • Industry Outlook
  • Leadership - What is it?
    • ​Working With Your Coach
    • Assessments Overview
  • Value Chain & LEAN in Equipment Distribution
    • ​Value chain, process, sales, parts, service LEAN
    • Revenue spend by customer
    • Generating dollars for services
    • Breaking down silos between departments
    • Building cohesion across profit centers
  • Coaching Connection
    • Meet one-on-one with your assigned Coach
    • Debrief AED LEX-360​
    • Discuss the Individual Development Plan
    • Establish Coaching Priorities

--Group Dinner--

Relational Capital

  • What is Relational Capital?
    • ​Importance of re-focusing on the power of "relational capital" and "principle of worthy intent"
    • Re-appreciating the essential qualities of credibility, integrity, and authenticity
  • The Relational Ladder
    • Internalizing the Relational Ladder process so participants can prioritize and advance relationships with every customer and business interaction
  • The RQ Assessment
    • Measure the strength of important business relationships
  • Application to the Dealership
    • ​New ways to launch business relationships with confidence and ease
    • Action planning in support of participants' sales goals and other specific objectives for the dealership

 

Strategic Planning

  • Strategic Planning & Setting Goals
    • ​Your dealership's mission, vision, and values
    • SWOT analysis
    • Using a balanced scorecard
    • Setting SMART goals

 

​Sales

  • Sales
    • ​Your dealership's sales process
    • How your sales team can use data to refine their sales strategies
    • Avoiding the duplication of sales and customer outreach efforts
    • Maximizing your relationships with customers
 

 

 

SESSION TWO

 

November 8-10, 2017

2-1/2 Days

Location: Chicago

Day 1: Wednesday

8:00 am – 4:00 pm

Day 2: Thursday

8:00 am – 4:00 pm

Day 3: Friday

8:00 am - 12:00 pm

Finance

  • Financial Reporting
    • Balance sheet
    • ​Profit & loss statement
    • Understanding the cross-functional balance sheet
  • Growth
    • ​How the controller can improve dealership profitability
    • Common dealer financial challenges
    • Evaluating new opportunities & capitalizing your growth strategy
    • Thawing out frozen capital in your dealership
  • Functional Perspective/Metrics
    • Operational and financial benchmarks for each department
    • Applying KPIs to grow your dealership
    • Improving gross margins in the operation
    • Parts inventory performance and analysis
    • Inventory management - new equipment, used equipment, and parts
    • Fleet management
    • Selling service and pricing labor for profitability
    • Service management metrics
  • Cost
    • Fraud in the dealership - recognizing it, avoiding it, recovering from it
    • Cash management
    • Controlling costs in the dealership
    • Expense control
    • Banking
    • Dealer finance
    • Franchise relationships
    • Consolidations, buying, selling, & valuing dealerships
  • Tax
    • Income tax considerations for dealers
    • Dealership sales & use taxes 

 --Group Dinner--

HR & Legal

  • Employment Law Update
    • ​EEO legal trends
    • Business impact of legal compliance
    • Litigation as it pertains to HR - knowing the latest labor law
    • Recent court opinions in employment law and cases coming out of the employment - related federal agencies: EEOC, DOL, NLRB; impact of these cases on your dealership
  • Conflict Avoidance & Conflict Management
    • Putting the HR perspective into legal context
    • Legal aspects of communicating with employees dealing with conflict
    • Independent contractor agreements, employment agreements, NDAs, confidentiality agreements, non-competes, consents for use of image & likeness
    • Avoiding unnecessary liability
    • Hidden threats within the dealership
  • Human Resources
    • Growth stages of HR
    • EEO & your obligations as a manager
    • Culture
      • ​creating a culture of performance
    • Managing performance
      • ​setting goals & cascading goals
      • evaluating performance
    • Delegation
      • ​feedback & coaching
    • Compensation
      • ​pay for performance
      • dealership incentive programs
      • retirement & benefit programs
    • Successfully managing conflict

 

HR (continued)

  • Human Resources
    • ​Hiring for the future
    • Talent management
      • ​aligning talent drivers to your dealership's business strategy
      • retention strategies
    • Behavioral interviewing
    • Growing talent for succession
      • ​delegation model
      • implementing an employee development program

 

 

 

SESSION THREE

 

March 7 - 9, 2018

2-1/2 Days

Location: Chicago

Day 1: Wednesday

8:00 am – 4:00 pm

Day 2: Thursday

8:00 am – 4:00 pm

Day 3: Friday

8:00 am - 12:00 pm

Operations
  • Rental
    • ​Significance of the rental department
    • Rent-to-sell vs. rent-to-rent decisions
    • Process improvements between rental & service
    • Variance and flat-rating
    • Financial impact of an increase in rental fleet size
  • Parts & Service Departments
    • Future of automation: opportunities, impact on overhead, and impact on customer experience
    • Creating a culture of professionalism, customer service, and satisfaction
    • Teaching parts department employees the financial side of the business
  • Operational Perspectives
    • ​Understanding big dealer/small dealer competitive advantages
    • Being a brand ambassador
    • Smart dealer decisions
      • ​dedicated logistics services
      • centralized parts warehouse model

Operations (continued)

  • Operations/Organizational Change
    • ​Leading change
    • Building organizational culture
    • Organizational dynamics
    • Getting your team on the same page with a changing business model
    • Silo-busting your organization
    • Ensuring successful change
  • Business Valuation
    • Valuing your dealership for sale or private equity
  • Capstone Project Final Presentations

 --Group Dinner--

 

Program Wrap-Up

  • Program Review
  • AED LEX-360 Short-form overview
    • ​Post-test given in July 2018 to measure growth
  • Looking Ahead
    • ​Next steps in your development as a leader
    • Building on your career potential
    • Your growing role within AED

AED Cancelation Policy: 
Refunds are not permitted within 14 business of the event unless a note is received detailing a medical emergency or other similar event.


Event Type:Seminar
Early registration ends on Sep 30, 2016.
Regular registration starts on Oct 01, 2016 and ends on Jul 11, 2017.
Late registration starts on Jul 12, 2017.
(GMT-06:00) Central Time (US & Canada)

Register for this event  

Registration Fees
Fee TypeEarlyRegularLate
 Management Institute
Member Fee: $4995.00$4995.00$4995.00
Non-Member Fee: $5995.00$5995.00$5995.00