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.
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SESSION ONE
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July 12-14, 2017
2-1/2 Days
Location: Chicago
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Day 1: Wednesday
8:00 am – 4:00 pm
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Day 2: Thursday
8:00 am – 4:00 pm
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Day 3: Friday
8:00 am - 12:00 pm
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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--
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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
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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
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SESSION TWO
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November 8-10, 2017
2-1/2 Days
Location: Chicago
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Day 1: Wednesday
8:00 am – 4:00 pm
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Day 2: Thursday
8:00 am – 4:00 pm
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Day 3: Friday
8:00 am - 12:00 pm
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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--
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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
- Compensation
- pay for performance
- dealership incentive programs
- retirement & benefit programs
- Successfully managing conflict
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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
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SESSION THREE
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March 7 - 9, 2018
2-1/2 Days
Location: Chicago
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Day 1: Wednesday
8:00 am – 4:00 pm
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Day 2: Thursday
8:00 am – 4:00 pm
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Day 3: Friday
8:00 am - 12:00 pm
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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
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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--
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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
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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.