BENEFITS TO YOUR DEALERSHIP:

Equip your Parts Counter Professionals with a solid grasp of Parts Counter best practices and a clear understanding of their daily impact on the dealership. They will also become familiar with basic strategies for optimizing inventory and maintaining an efficient stockroom.

Target Audience

This course helps Parts Counter Professionals early in their career understand the processes used in a modern, progressive Parts Department. It also gives managers insight into the capabilities of newer team members, helping ensure they get off to a strong, healthy start.

Broader Audience

The course is also a valuable resource for dealership employees who work alongside the Parts Department—Service, Sales, Finance, and more. Gaining exposure to these concepts deepens their understanding of how the Parts Department operates and how it supports the dealership as a whole.

TOPICS COVERED:

Counter Skills

- Five phases of Customer Interaction
- Non-Verbal Communication
- Up-selling Parts - Assumptive Selling vs. Suggestive Selling
- Handling Price Objections
- Working with frustrated customers
- Recording Lost Sales – when to do it and why it’s important

Promoting Parts in the Store

- Using the Parts Counter as Promotional Space
- Your role in Parts Merchandising
- Leveraging End Caps
- Essential In-Store Maintenance

Profitability in Parts

- Margin vs. Mark-up
- Discounts: Growth required for a discount
- Impact of Daily Orders vs. Stocking Orders
- Managing and recovering Freight Costs

Inventory Management

- Selecting the right parts to stock.
- Setting the Stock / Non-Stock Parameter
- Purpose of MAX level parameter
- Impact of lead-time on MIN Levels or Time Supply

Stock Room Management

- Velocity based slotting
- Dynamic slotting
- Cycle Counting vs. Physical Inventory
- Root Cause of Inventory Accuracy problems

COURSE AGENDA:

Click here for to download a copy of the full agenda.

VIRTUAL TRAINING INFORMATION:

This course will be held virtually using ZOOM Video Conference services. The course will be held 11:00 AM Central until 4 P.M Central both days. The event will be instructor led with sufficient interaction between students. Class size will be limited to ensure ample time for questions and discussion.

Parts Foundations Course