2. Taking Your Shop to the Next (Profit) Level With Valerie Ziebron Yamaha Marine University Instructor With Valerie Ziebron Yamaha Marine University Instructor

3. First, a short story… Taking Your Shop to the next (Profit) Level

4. The Agenda The Foundations Dollars and Sense What’s Preventing Profitability Key Area’s of Profitability… Taking Your Shop to the next (Profit) Level

5. Building a Fantastic Shop Taking Your Shop to the next (Profit) Level

6. The Basic Foundations of Good Service: Process Scheduling and Communication Write Up Repair and Parts Quality Control Delivery and Follow Up Taking Your Shop to the next (Profit) Level

7. The Basic Foundations of Good Service: People Job Descriptions Tools Needed to do Job Talent Praise and Feedback A Friendly Environment Learning Opportunities Taking Your Shop to the next (Profit) Level

8. Dollars and Sense Taking Your Shop to the next (Profit) Level

9. Service Absorption Sells Ideas Service Absorption is the _________ of a dealership’s _______ ________ that are covered by service income. percentage operating operating expenses

10. How do you increase Service Absorption? Taking Your Shop to the next (Profit) Level Generate More Dollars Save More Dollars

11. How do you increase Service Absorption? Taking Your Shop to the next (Profit) Level Generate More Dollars Save More Dollars Which dollar is worth MORE- A dollar saved or a dollar earned? Which dollar is worth MORE- A dollar saved or a dollar earned?

12. How to Increase Service Absorption Generate More Dollars – Increase Hours per R.O. – Generate New Business/Customers Save More Dollars – Get More Efficient – Stop the Leaks of Profitability Taking Your Shop to the next (Profit) Level

13. Stop Profitability Leaks

14. Where are the Leaks of Profitability in your shop? Does your team know about others? Do you have an environment that encourages them to speak up? Taking Your Shop to the next (Profit) Level

15. Key Areas of Opportunity Taking Your Shop to the next (Profit) Level

16. Increase Convenience What is your shop doing to be more convenient?

17. Increase Convenience What are you currently doing to offer convenience? Do your customers know about it? What do your customers currently do themselves or go elsewhere for? What else could you do to offer your customers more convenience? Taking Your Shop to the next (Profit) Level

18. Test Ideas for ROI What is this going to cost? What do we expect our return to be? Who will be responsible for doing this? How will they be compensated? Will this take effort or time away from anyone’s current job? How will this change our current process? Taking Your Shop to the next (Profit) Level

19. Visual Selling Tools Taking Your Shop to the next (Profit) Level

20. Visual Selling Tools Do you employ a marketing calendar for service? Do you have effective visual selling tools? Are they current? Are they being used properly by the team? Do you utilize visual selling tools online? Do you use your visual service selling tools at sales events and boat shows? Taking Your Shop to the next (Profit) Level

21. Market Service “I don’t see how this marketing stuff is going to help my boat dealership.” Market Service Taking Your Shop to the next (Profit) Level

22. Market Service Create a marketing calendar that lists when, what and how you will market. Get input from the team. Inform everyone when marketing is going out. Share marketing and tie in to other efforts. What are you most proud of? How can your marketing better highlight your strengths? Taking Your Shop to the next (Profit) Level

23. Visual Efficiency Tracking Tools Visual Tracking Tools

24. Visual Efficiency Tracking Tools Do you track the info daily? Do you share it daily? Do you effectively coach for higher productivity? Taking Your Shop to the next (Profit) Level

25. Commit to Profitability Taking Your Shop to the next (Profit) Level

26. Commit to Profitability Taking Your Shop to the next (Profit) Level Decrease Seasonality Increase Hours Per R.O. Ask the Tough Questions:

27. Taking Your Shop to the next (Profit) Level Commit to Profitability How important is service absorption to your dealerships business plan? What are we asking the techs to do? Do we need more support staff? Does anyone need to be reassigned?

28. Ask the Tough Questions: Taking Your Shop to the next (Profit) Level Commit to Profitability Should we be utilizing partnerships and sublets? How clean does the shop need to be at closing? Should we be using stronger incentives? Are we communicating the goal and their role in it enough?

29. Getting Into the Green Check out the dealer best practice ideas on how to help the planet and the bottom line

30. Develop Your Team Taking Your Shop to the next (Profit) Level

31. Develop Your Team Do you know the strengths and weaknesses of your team members? Do you know what motivates them and what works for rewards/recognition? Are you aware of their career goals? Are you actively coaching and counseling them? Are they involved and fully in the loop on dealership happenings?

32. Final Thought The Earth was made round so we don’t see too far down the road. Taking Your Shop to the next (Profit) Level

33. Thank You Wishing you a profitable and proactive Service Department www.valerieziebron.com LinkedIn or Facebook (313)506-8069 Taking Your Shop to the next (Profit) Level