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Phone: 818-500-9631 | Fax: 818-552-1006

© 2018 DRIVE All Rights Reserved. | © 2018 Management Success All Rights Reserved.

TABLE OF CONTENTS

Certificates and Awards Programs 37 Controlling the Front Workshop
39 How to Get Compliance to Your Orders Workshop
03 APS - Advanced Professional Services 40 Supercharge Your Profits Workshop
04 Your Road to Masters 41 Formulas For Success Workshop
05 Shop Management Certification Program 42 Building Your Dream Team Workshop
07 Essentials of Shop Management 43 Making Your Ideal Scene a Reality Workshop
09 Effective Shop Manager 45 Map Your Goals to Success Workshop
11 Competent Shop Owner 47 Executive Planning Apprenticeship
13 Master of Shop Management 49 Leadership Workshop
15 Master Elite of Shop Management 50 Planning For Success
17 Sustained Master Elite of Shop Management 51 Fundamentals of Wealth Building
19 Master of Visual Management Technology 53 Power Apprenticeship
21 Master HOST 55 Shop Manager Apprenticeship

Sales Training Services Consulting Services

23 Service Advisor School 57 One-on-One Consulting
24 Service Advisor Apprenticeship 58 Group Consulting
25 Advanced Service Advisor School 59 Streamline Your Collision Shop Workflow
26 Sales Training for Estimators Class 60 TOP 20 Group

Marketing & PR Training Services Specialty Training and Services

27 Advanced Marketing Program 61 Website Services
28 Mastering Social Media Workshop 62 Supercharge Your Social Media
29 Marketing Apprenticeship 63 On-Site Shop Inspection
31 Public Relations Workshop 65 Efficiency Workshop
67 Pipelines
Financial Training Services 69 Online Training

33 Key to Understanding Your Financial Visual Management Technology
Report Workshop
70-74 Visual Management Technology
34 Financial Control Course

Executive Management Training Services

35 Essentials of Shop Management Workshop
36 Shop Policy Apprenticeship

02

APS is an all-inclusive training
and consulting p ackage, designed to
meet a shop’s individualized needs.

Your personalized consulting program
can range from 1 to 18 Management
Success services, including website and
social media. Flexible to your shop’s goals,
APS can be built out for a five-year

term or less.

Speak with your account
representative, client advocate
or business advisor for details.

03

YOUR ROAD TO
MASTERS

Your Express Route to Masters of Shop Management

Masters Success Stories

Willie and Tess
TOP Shop Automotive

Master of Shop Management
Award Recipients
September 2017

Our journey in automotive repair began in 1986, when Willie first started his business. However, our
true path to success was ignited in 2004, after we started working with the Management Success
team. It has literally taken a village to master these tools and bring our shop to where it is today,
experiencing more success than we had ever had in the past. Through the support of our Top 20
group and by implementing everything we have learned from Management Success, our business
is flourishing. Tess and I are dedicated to helping other shops be successful, we look forward to
learning more from our business advisor, as well as from other shop owners, and we love doing what
we do!

Get started on your express route to Masters of Shop Management
by calling your business advisor today!

04

MANAGEMENT SUCCESS

SHOP MANAGEMENT CERTIFICATION PROGRAM

Whether you are just beginning your journey to achieving your dreams or are well on the way, Management
Success has the program to help speed your progress to a stable and profitable future. The Management
Success Shop Management Certification Program is the most comprehensive program in the industry and was
designed with only one thing in mind — your success! As you begin navigating the path toward sustainability,
your professional team of business advisors will be there t o guide you. Your goal should not only be to achieve
Master of Shop Management, but to sustain that level throughout your career and pass o n a legacy for others
to follow! You are embarking upon a great journey - enjoy it!

05

Certificate Scale Program

Master of Visual Management Technology
nn Visual Management Technology

Sustained Master Elite of Shop Management
nn Making Your Ideal Scene a Reality Workshop
nn Building Your Dream Team Workshop
nn Advanced Service Advisor School
nn Marketing Apprenticeship
nn Shop Manager Apprenticeship
nn Fundamentals Of Wealth Building

Master Elite of Shop Management
nn Public Relations Workshop
nn Shop Policy Apprenticeship
nn Mastering Social Media Workshop
nn Planning For Success
nn Power Apprenticeship

Master of Shop Management
nn How to Get Compliance to Your Orders Workshops
nn Formulas For Success
nn Map Your Goals to Success Workshop
nn Executive Planning Apprenticeship
nn Supercharge Your Profits Workshop
nn On-site Inspection

Competent Shop Owner
nn Advanced Marketing Program
nn Financial Control Course
nn Key to Understanding Your Financial Reports Workshop

Effective Shop Manager
nn Service Advisor School or Sales Training for Estimators Class
nn Controlling the Front Workshop

Essentials of Shop Management
nn Essentials of Shop Management Workshops
nn 1-year Consulting program

After meeting production benchmarks and upon verification of the stated criteria,
the candidate will be awarded the appropriate certification/award.

ESSENTIALS OF
SHOP MANAGEMENT

Certificate Program

The Essentials of Shop Management Certificate is awarded to shop owners who have successfully completed the first
step to fulfilling their dreams. This certificate is a prerequisite for becoming Effective Shop Manager.

ESSENTIALS OF SHOP MANAGEMENT TRAINING

To qualify, the following training classes must successfully be completed:

nn Essentials of Shop nn 1—Year Consulting Program
Management Workshops

07

PRODUCTION BENCHMARKS

The following KPIs must be achieved, maintained, or remain in an uptrend for a period of six months
prior to receiving this award.

nn Main KPI graphs posted and kept nn Operating off of written plans based on KPI’s
up-to-date nn 5% of income saved or debt knocked down
nn Minimum $20,000 production efficiency achieved
nn Sales/gross income improved since the start of
the program

nn Sales above owner’s break-even point
nn Gross profit achieved

08

EFFECTIVE SHOP
MANAGER

Certificate Program

The Effective Shop Manager Certificate is the second step on the path to Masters of Shop Management. It is awarded to
shop owners and managers who demonstrated effectiveness at running an organized and profitable shop.

EFFECTIVE SHOP MANAGER TRAINING

To qualify, the following training classes must successfully be completed:

nn Essentials of Shop Management nn Service Advisor School OR | 23
Workshops nn Sales Training for | 26

nn 1—Year Consulting Program Estimators Class | 37
nn Controlling the Front Workshop

09

PRODUCTION BENCHMARKS

The following KPIs must be achieved, maintained, or remain in an uptrend for a period of six months
prior to receiving this award.

nn Management Tools Being Used: Owner is using nn Increase in Net Worth: The shop’s network has
basic management tools such as keeping main increased over a 6-month period, compared to the
KPIs up-to-date and posted, writing weekly plans, same period from the prior year.
developing and implementing policies.
nn Business Reserves: An increase in reserves or
nn Increase in Gross Sales: The shop’s gross sales/ reduction of debt.
gross income is has increased over a 6-month
period, compared to the same period from the
prior year.

nn Owner’s Profit: The owner is compensated at a
minimum of 10% of total sales or income.

10

COMPETENT SHOP
OWNER

Certificate Program

What does it take to be a competent owner of an automotive service facility?
Management Success created the Competent Shop Owner program to allow owners of automotive shops to earn an
advanced certificate in shop management.
This certificate is a prerequisite for becoming Master of Shop Management.

COMPETENT SHOP MANAGER TRAINING

To qualify, the following training classes must successfully be completed:

nn Essentials of Shop Management | 35 nn Controlling the Front Workshop | 37
Workshops nn Advanced Marketing Program | 27
| 23 nn Financial Control Course | 34
nn 1—Year Consulting | 26 nn Key to Understanding Your | 33
Program
Financial Reports Workshop
nn Service Advisor School OR
nn Sales Training for

Estimators Class

11

PRODUCTION BENCHMARKS

The following KPIs must be achieved, maintained, or remain in an uptrend for a period of nine months
prior to receiving this award.

nn Management Tools Being Used: Owner is using nn Increase in Net Worth: The shop’s network has
basic management tools such as keeping main increased over a 9-month period, compared to
KPIs up-to-date and posted, writing weekly the same period from the prior year.
plans, writing and using policies and hats.
nn Business Reserves: A substantial increase in
nn Increase in Gross Sales: The shops gross reserves or reduction of debt.
sales/gross income has increased over a
9-month period, compared to the same period
from the prior year.

nn Owner’s Profit: The owner compensated at a
minimum 12.5% of total sales or income.

12

MASTER OF
SHOP MANAGEMENT

Certificate Program

The Master of Shop Management award recognizes shop owners who have successfully completed the necessary
training and have attained the production benchmarks. It has been actively demonstrated that they can apply the tools
of management they learned. Their business is an example of a stable model shop in Stage III1. Master of Shop Manage-
ment is a stable financial and organizational condition; a level of skill and certainty.

MASTER OF SHOP MANAGER TRAINING

To qualify, the following training classes must successfully be completed:

nn Essentials of Shop Management | 35 nn Financial Control Course | 34
Workshops nn How to Get Compliance to | 39
| 23 | 41
nn 1—Year Consulting Program | 26 Your Orders Workshop | 47
nn Service Advisor School OR | 37 nn Formulas For Success Workshop | 63
nn Sales Training for | 27 nn Executive Planning
| 40 | 33
Estimators Class | 45 Apprenticeship
nn Controlling the Front Workshop nn On-Site Shop Inspection /
nn Advanced Marketing Program
nn Supercharge Your Profits Findings & Recommendations
delivered (Must be Completed within the last
Workshop
nn Map Your Goals to Success 4 years, and must be performed at least 3 months
before the Convention.)*
Workshop
nn Keys to Understanding Your
Financial Reports Workshop

*can be waived by Quality Assurance

13

PRODUCTION BENCHMARKS

The following KPIs must be achieved, maintained, or remain in an uptrend for a year prior to
receiving this award.

nn Management Tools Being Used: Owner is nn Stable in Stage Three or Above: The owner is not
managing by KPIs, using condition formulas, working in the front or the back. Any employee
weekly plans, proper strategic planning, and have turnover is handled quickly by an active
written policies and hats in place. recruitment program.

nn Increase in Gross Sales: The shops gross sales/ nn Professional Shop Image and Web
gross income has increased over a 12-month Presence: The shop and it’s web presence must
period, compared to the same period from the be visually appealing and project a professional
prior year. image.

nn Owner’s Profit: The owner is compensated at a nn Positive PR Presence: Actively involved in
minimum 15% of total sales improving the community and/or the
or income. industry. The owner and the shop are recognized
by their customers and peers as maintaining a
nn Financially Stable & Solvent: The shop’s networth positive image.
has increased over a 12-month period, compared
to the same period from the prior year. nn HOST: Actively participating in the HOST Program.
nn Shop Flow: Any issues indicated by
nn Business Reserves: At least an average of 5% is
being put aside in reserves weekly. the on-site inspection, have been handled. The
shop implements a structured and functional
workflow.

14

MASTER ELITE OF
SHOP MANAGEMENT

Certificate Program

This award recognizes shop owners who have successfully completed the necessary training and have attained
the production benchmarks.
These shops have actively demonstrated they can apply the management tools they learned at the highest level
of performance. Their business is an example of an effective and operational model shop in Stage IV2.
Master Elite of Shop Management is a stable financial and organizational condition, a very high level of skill
and certainty. They must maintain Master Levels of production and competency.

MASTER ELITE OF SHOP MANAGER TRAINING

To qualify, you must complete the Master of Shop Management training (see pg. 12)
and be certified as a Master of Shop Management.

nn Public Relations | 31 nn Planning For Success | 50
Workshop nn Power Apprenticeship | 53

nn Shop Policy | 36
Apprenticeship
| 28
nn Mastering Social Media
Workshop

2. Stage IV: The shop usually has about four employees; some shops have more. Sales volumes can range
from about $75,000 to over $200,000 a month.

15

PRODUCTION BENCHMARKS

The following conditions and KPIs must be achieved, maintained or remain in an up-trend for a year
prior to receiving this award.

nn Management Tools Being Used: Owner is nn Stable in Stage Four or Above: The owner has a
managing by KPIs, using condition formulas, hatted manager on the job, running the day-to-day
weekly plans, proper strategic planning, and have operations consistently for at least the last
written policies and hats in place. 6 months. 

nn Increase in Gross Sales: The shops gross nn Professional Shop Image and Web Presence:
sales/gross income has increased over a The shop and it’s web presence must be visually
12-month period, compared to the same period appealing and project a professional image.
from the prior year.
nn Positive PR Presence: Actively involved in
nn Owner’s Profit: The owner is compensated at improving the community and/or the industry.
minimum 15% of total sales or income. The owner and the shop are recognized by their
customers and peers as maintaining a positive
nn Financially Stable & Solvent: The shop’s networth image.
has increased over a 12-month period, compared
to the same period from the prior year. nn HOST: Actively participating in the HOST Program.
nn On-Site Inspection Findings Fully Handled: All
nn Business Reserves: At least an average of 5% is
being put aside in reserves weekly. points from the on-site inspection are handled,
including all recommended training and services
nn Shop Flow: The shop implements a structured and successfully completed.
functional workflow.

16

SUSTAINED MASTER ELITE
OF SHOP MANAGEMENT

Certificate Program

This award recognizes and acknowledges the shop owners who, having achieved Master Elite of Shop Management,
successfully maintain this level. Stable mastery of management tools require a high level of skill and finesse.
This award recognizes the concept of continuously expanding your knowledge and control of your business and industry
if you are going to flourish and prosper. A Sustained Master Elite of Shop Management means the business is expanding,
productive and profitable for at least a year.

SUSTAINED MASTER ELITE
OF SHOP MANAGER TRAINING

To qualify, you must complete the Master Elite of Shop Management training (see pg. 14)
and be certified as a Master Elite of Shop Management.

Currently, as of the most recent convention - the new services to be done beyond Master Elite.

nn Making Your Ideal Scene a | 43 nn Building Your Dream Team | 42
Reality Workshop Workshop | 55
| 51
nn Fundamentals of Wealth nn Shop Manager Apprenticeship
Building | 29 nn All additional services released
| 25
nn Marketing Apprenticeship by Management Success.
nn Advanced Service Advisor School

1. Stage IV: The shop usually has about four employees; some shops have more.

17

PRODUCTION BENCHMARKS

All production benchmarks from Master Elite of Shop Management are in place for at least
a year.

nn Management Tools Being Used: Owner is nn Stable in Stage Four or Above: The owner has
managing by KPIs, using condition formulas, hatted manager on the job, running the day-to-day
weekly plans, proper strategic planning, and have operations consistently for at least the last
written policies and hats in place. 6 months. 

nn Increase in Gross Sales: The shops gross nn Professional Shop Image and Web Presence:
sales/gross income has increased over a The shop and it’s web presence must be visually
12-month period, compared to the same period appealing and project a professional image.
from the prior year.
nn Positive PR Presence: Actively involved in
nn Owner’s Profit: The owner is compensated at improving the community and/or the industry.
minimum 15% of total sales or income. The owner and the shop are recognized by their
customers and peers as maintaining a
nn Financially Stable & Solvent: The shop’s networth positive image.
has increased over a 12-month period, compared
to the same period from the prior year. nn HOST: Actively participating in the HOST Program.
nn On-Site Inspection Findings Fully Handled: All
nn Business Reserves: At least an average of 5% is
being put aside in reserves weekly. points from the on-site inspection are handled,
including all recommended training and services
nn Shop Flow: The shop implements a structured and successfully completed.
functional workflow.

18

MASTER OF VISUAL
MANAGEMENT
TECHNOLOGY

Certificate Program

The Master of Visual Management Technology program trains shop owners to manage their shop remotely.
After obtaining the Master Elite of Shop Management award, owners are qualified to achieve the Master of Visual Man-
agement Technology award. This acknowledges shop owners who have successfully completed the necessary training
and have attained theproduction benchmarks for Master of Visual Management Technology. They actively demonstrated
that they can apply the advanced technical visual tools of management at the highest level of performance and have
taken their business to the next management level.

MASTER OF VISUAL MANAGEMENT
TECHNOLOGY TRAINING

To qualify, you must complete the Master Elite of Shop Management training (see pg. 13)
and the following training classes:

Currently, as of the most recent convention - the new services to be done beyond Master Elite.

nn Visual Management Technology | 70-74

19

PRODUCTION BENCHMARKS

The following statistics must be achieved, maintained or remain in an uptrend for a period of three
months prior to receiving award.

nn All production benchmarks of Master Elite Award nn Shop flow diagrams populated with the
maintained appropriate policies for specific hats in the shop

nn All VMT statistical pipelines operational, and nn All employees current with VMT training
owner is skilled at using them assignments

20

MASTER
HOST

Certificate Program

The Master HOST Award recognizes shop owners who have gone above and beyond to help others in
the automotive industry begin the road to a stable and profitable future!

MASTER HOST BENCHMARKS

To qualify for Master HOST, the following prerequisites must be met:

nn Active in the HOST Advisory Board nn Shop owner has helped Management Success
nn Actively helps Management Success improve the enroll a minimum of 50 shops into either our
two-day interactive or our Shop Business Analysis.
industry via avenues such as (but not limited to)
hosting webinars, working trade shows, facilitating
relationships with vendors and playing an active
role in trade associations.

21

HELPING OTHER SUCCEED TODAY

The HOST Program is an organized method of motivating, incentivizing, and
rewarding Management Sucess clients who take time to actively spread the
word about our exceptional services to other shop owners. This is our way of
thanking you for your help. Your time is valuable, and we honor it.

After all the wins we had with Management Success, we knew we wanted to get other shops
experiencing the freedom and possibilities we were experiencing. And the HOST program was the
way to do that. Knowing that we have gotten so many shops onto their own journey to operational is
so very rewarding. There isn’t anything more powerful than making a positive difference in someone
else’s life.” — J.A.

22

SERVICE ADVISOR
SCHOOL

Stop losing due to a weakness in upselling

A Service Advisor School graduate is one who has greatly improved skills in sales and handling customers. The graduate
understands customers better and can face tough situations with confidence and little stress.

You will learn: Part 1 - Successful Communication = Sales

• Three necessary steps to The first part of Service Advisor School deals with communication, a vital
close a sale fundamental for being successful in business.
You will gain certainty in the needed skills to handle every aspect of
• How to handle price communication.
shoppers effectively
Part 2 - Effective Selling Techniques
• Quick procedures that will
bring customers to your The second part of the workshop covers proven, effective techniques for
shop handling different types of customers and rough situations during the sales
process, both over the phone and in person at your auto shop.
• How to prevent or handle
customer dissatisfaction I sent my service advisor out to this class and he came home selling
like a pro. It was a great transformation” — T.M.
• How to close customers
reluctant on spending
additional money on
needed repairs

• What to do when the phone
doesn’t ring

23

SERVICE ADVISOR
APPRENTICESHIP

Turning good into great

The Service Advisor Apprenticeship is an 8-week consulting program with your business advisor. Your Service Advisor will gain
the necessary skills and tools required to ensure maximum profit for your shop.

You will learn: Prerequisites:

• Orientation and importance nn Service Advisor School (Owner and Service Advisor)
of the Service Advisor nn A comprehensive written summary for the Service Advisor position in
position
your shop.
• Daily and weekly planning nn An agreement that the Service Advisor duties will be held solely by the
• How to master the art of a
Service Advisor.
phone sale nn Audio and video recording equipment. Ensure you are observing the
• Certainty in your ability to
applicable eavesdropping laws in your state.
close a sale
• How to handle phone

shoppers
• Tips on turning inquiries into

appointments

24

ADVANCED SERVICE ADVISOR
SCHOOL

Take your sales skills to the next level!

Just as the vehicles you work on have greatly evolved over the past 20 years, so have the needs of your
customers. It now takes a new set of skills with updated techniques to ensure your modern-day customer becomes a customer
for life! The Advanced Service Advisor supercharges good service advisors to become stellar at handling these changes and the
modern-day customer. Attend this two-day workshop, and watch your sales, profits and customer database grow.

You will learn: • How to measure/gauge a This class is awesome!
service advisor’s So many helpful tools to make me
• The keys to turning a new performance to keep them a better sales person and close
customer into a customer thriving sales. I am taking many helpful
for life techniques home with me. The
• Advanced closing techniques best class yet.” — T.L.
• How to perform a to get the customer to say
pre-service inspection to YES!
add dollars onto the repair
order • How to build your customer
database with customers
• How to avoid the “five you want
o’clock surprise” and keep
customers in the loop

• How to build profitable
estimates that tell a story

Prerequisite:

nn Service Advisor School

25

SALES TRAINING FOR
ESTIMATOR CLASS

Are you losing because of your capture rate?
Are insurance companies your friend or foe?

A graduate of the Sales Training for Estimators class is one who has greatly improved skills in sales, the handling of customers
and dealing with insurance companies.

You will learn: • Effectively handle For all body, collision
insurance companies and restoration shops:
• How to win customers over
• How to get customers that • How to increase your The graduate of this class understands
capture rate to 75% or higher customers better and can face tough
call to come in situations with confidence and little
• Directly from shop owners • Handle insurance companies stress. The class is delivered by the
and increase your capture owners of the most successful
that have been there. Every rate, as well as how to collision and body shops. Here is your
major problem expressed increase your sales, whether chance to learn from the best. In the
by collision, body and you are a DRP or non-DRP. communication portion of the class,
restoration shops in getting you and your estimator will learn the
the money they need for basics of communication and how to
their work, and how to solve handle tough customers.
them.

I now close 15-20% of the jobs I didn’t think I had a shot at before. The class paid for itself quickly.” — A.G.

26

ADVANCED
MARKETING PROGRAM

Attract the right type of customers into your shop by creating a steady
stream of business.

Take out the seasonal ups and downs in just five days, you will get hands-on experience in every phase of marketing and acquire
the skills to become a marketing success!

You will learn how to: • Increase sales during slow I thought I knew everything
months I needed to know about
• Survey your audience and marketing. I was wrong! I have
how surveys increase • Create marketing pieces that learned so many new things in
the effectiveness of your have instant attraction these last 5 days that I can apply
marketing to my shop. Management
• Control your own marketing Success is a life-changing event
• E ffectively write an ad and know what is effective to grow my business!” — N.S.
• Attract more new and what is not
In this workshop you gain more
customers a month who • A ttract more customers practical knowledge of effective
are willing to pay for without having to spend marketing than most people get
needed repairs a fortune in four years of college!” — J.A.
• C reate successful marketing
campaigns

When you leave, you’ll take with you a binder containing marketing
reference materials you studied at the workshop, plus sample
promotional items that proved successful for other shop owners.

27

MASTERING SOCIAL MEDIA
WORKSHOP

Social media is today’s word-of-mouth

Our Mastering Social Media workshop will teach you the tools you need to master this powerful medium and expand your
business. With a new understanding of social media, you’ll discover what attracts customers to your shop and learn how to
keep them coming back!

You will learn about: On Facebook, Yelp, I learned that Yelp &
and Google Plus Google can be a lot more
• Social media terms you will learn: helpful to my business
• Social media websites than I originally
• Reviews vs. word-of-mouth • How Social Media works thought.” — J.M.
• Why they are important for
advertising This is a must-do class
• Reputation management your business for any shop that wants
• Social media marketing • Setting up and using a to be first on google and
• Integrating social media with get new customers on the
business profile page internet” — U.S.
your website • How to gain followers
• Getting and responding to 28

reviews
• Checking analytics
• Linking your social media

pages

MARKETING
APPRENTICESHIP

Know with certainty and precision how to drive business into your shop.

In this three-month intensive apprenticeship, your marketing skills will be honed to laser precision.

You will learn how to: Prerequisite:

• I dentify correct nn Advanced Marketing
demographics Program

• Correctly tabulate surveys This apprenticeship is delivered one-on-one by a trained Business Advisor at
• Properly and effectively Management Success. You will practice and master the techniques learned in
the Advanced Marketing Program and become a true marketing professional.
position your marketing
pieces I have seven other body shops in my county, and there are 3.4
• Design and test pieces that million dollars worth of business here. Because I know my audience
will bring new business and I know how to market to them, I get over one-third of the
through the door every time business in my area!” — G.L.
• Create and implement a
strategy for your shop that
works within your budget
and returns profit

29



PUBLIC RELATIONS
WORKSHOP

Make your shop positively portrayed and well thought of in your
community.

This workshop will give you the knowledge to bost the effectiveness of your marketing through effective public relations.

You will learn how to: • Create a safe environment Prerequisite:
for your shop and handle
• Communicate effectively in negative PR nn Advanced Marketing
public relations Program
• Properly implement goodwill
• Understand what PR is and and word-of-mouth I never knew there was a
how to use it in your shop difference between PR and
• Effectively work with the marketing. All of the points taught
• Implement proper time press in this course have changed my
frames for event planning mind and given me a plan to
for your shop • Create a press book expand my shop. Now, I have the
skills to go home and conduct
• Identify the pit falls of PR effective PR campaigns.” — P.R.
and how you can avoid them

• Use of opinion leaders in PR

Be in full control of your shop’s image. Learn how to handle negative
ideas about your shop, avoid legal situations, and work effectively with
newspapers and the press, so they will print what you want.

31

I’ve learned so much in this class! It would be really rewarding, especially as a business, to help an
unfortunate family during the holidays. This class gave me the tools I need to make this happen.” — C.C.

GIVING TO THE GIVERS

This workshop gives owners the training to start their own community betterment programs, such as the Wheels to Prosper
Initiative, which awards worthy and deserving people a fully-serviced and working car.

For more information, please visit: www.WheelsToProsper.org

32

KEYS TO UNDERSTANDING YOUR
FINANCIAL REPORTS WORKSHOP

Know your numbers

This two-day course will give you the keys to understanding your finances. By the end of this workshop, you will understand the
importance of each account and its designated disbursements. You will learn how to better organize your financial information
and gain accurate, useful information from your accounting software that you can understand and use.

This includes the This class was a huge eye opener for me! Just what I needed,
following areas: I can’t wait to go home and start making all these changes.
Highly recommend this class to everyone!!” — J.W.
• Financial accounts
• Income
• Expenses
• Assets
• Liabilities

33

FINANCIAL CONTROL
COURSE

Gain control over the finances of your business

Learn how to control the money you have worked so hard to make and increase your reserves.

You will learn about: • Balance sheets This comprehensive three-day course
• Profit and loss statements will help you gain control of your money
• Controlling your money • Financial statements so you can keep more of it.
• Organizing the finance • Inventory: increases, You will know where the money is and
be able to set up your books for greater
department decreases and taxes profit. You will learn to read and
• Financial planning • Disbursements understand financial statements like a
• Payroll systems • Cashbox balancing professional and know if your
• Handling bills and past bookkeepers and accountants are
making you money or not.
due bills
• Ordering and tracking parts Prerequisite:

My wife and I realized that, as a result of this workshop, we nn K ey to Understanding Your Financial
had $50,000 in cash in 12 months! It’s the most wonderful Reports Workshop
thing in the world!” — R.B.
nn Essentials of Shop Management
Workshop

34

ESSENTIALS OF SHOP
MANAGEMENT WORKSHOP

The starting point of learning
how to manage your shop

All shops on the Training and Consulting Program are given these two essential workshops as part of their individual programs.

Your Job as the Owner TARGETING YOUR PROFITS

This covers fundamental tools you This section helps you properly plan your production and understand
need in order to operate successfully. the importance of a valuable product. You will learn how to get paid for
Everything from setting goals to your services correctly and tools to help control your finances.
managing by KPIs is taught, giving you
more confidence and control over your I can effectively see my shop’s problems by watching the
business. statistics and addressing problems as they occur.” — B.H.

Communication,
Marketing and Hiring

This workshop provides tools every
owner or manager needs. It covers
the basics of communication within
the shop, how to market to your
customers, and how to hire the best
people for your team.

35

SHOP POLICY
APPRENTICESHIP

Get complete certainty on writing, implementing
and organizing your policy

Our 13-week apprenticeship gets you fully trained on not only writing a policy, but organizing it for easy referral and regular use.

Learn the importance of policy and how In my opinion, the Shop Policy Apprenticeship is
it keeps your shop running smoothly as absolutely essential for shop owners. It helps you tackle a
a production unit. Review your current subject that is intimidating for most people, provides the
key policies and be trained on writing structure that your employers want, and makes you a more
and implementing new ones. effective leader. The Shop Policy Apprenticeship helped
Included in your apprenticeship are our shop reach the next level.” — T.S.
online courses on how to write and
implement policy.

Prerequisite:

nn Currently on a consulting service
nn Essentials of Shop Management

Workshops
nn Shop in Stage III

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CONTROLLING THE FRONT
WORKSHOP

Taking the bottlenecks and bumps out of your shop flow equals higher
income and better customer service

This three-day workshop deals with the fundamentals of organizing and managing the front office of a repair shop.

Ask yourself: Part 1

• Is your shop-flow 100% in place? Learn the basics of organizing and managing any type
• Is your shop efficiency at the level you want it of operation. Topics covered include:
• Management and leadership
to be? • How to set job standards and expectations for
• Does your service advisor or estimator know what
employees
you know about shop-flow? • How to recognize and handle situations where em-
• I s there down-time with techs and service advisors
ployees do not meet your standards or expectations
or estimators discussing jobs? • H ow to effectively interact with customers and

If you answered “no” to any of these questions, this employees
workshop should be done by you and all key sales and • H ow to increase daily production with less come-
production staff. This workshop clearly defines the
roles and responsibilities of each staff member, so backs
everyone is on the same page about what goals need • The keys to organizing the shop so it can function
to be met and how to achieve the goals. We hear from
many owners after their service advisor/estimator has without you present
done the workshop that they finally understand what
the owner has been trying to do and why.

37

Part 2 Part 3

Focus on the practical applications of organizing and With our help you will create a personalized plan to
managing the front operation. You will learn: implement in your shop while watching your profits and
• The basics of workflow shop efficiency grow. This workshop yields the best
• How to organize the front office to increase results when the owner and all key production
employees have attended it.
production without additional help
• How to set appointments correctly I’m now able to spend less time in the front
• How to do more than you thought could be done and more time in my office focusing on the
future and bigger picture issues.
with little stress I highly recommend this class for all owners
• H ow targeting tasks increases production and sales and service advisors. It really works out and
• The secret to selling without being overbearing handles any issues with the routing of work
• How to organize the shop for production in the shop.” — J.S.
• How to eliminate silly mistakes and comebacks
• How to make sure daily goals are met 38

HOW TO GET COMPLIANCE
TO YOUR ORDERS WORKSHOP

Get your employees to comply with your orders and not alter them.

This six-day workshop greatly increases the owner’s confidence in authority and ability to get others to get things done.

The workshop starts with an online course describing in
detail what confronting is.
It is designed to take the theoretical management and
executive training you received and put it to practical
application.
The second part of this workshop teaches communication
skills, which are vital for being successful in business.
The final section of the workshop consists of 20 separate
drills you will carry out with other students. The drills are
designed to increase your ability, step-by-step, to get
compliance with your orders.
These drills will improve your skills in setting goals and
expectations for your employees and making sure they
are met.
By the end of this workshop, you will have an increased
ability to get compliance with orders.

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SUPERCHARGE YOUR
PROFITS WORKSHOP

Know how to use your numbers

This two-day workshop teaches you how to analyze the Key Performance Indicators (statistics) of your business so that you can
zero in on what is needed to expand your business and increase your profits.

The workshop covers: • Using the pipelines to spot I have learned so much from this
errors and fix situations class about the importance of
• The KPI’s of your shop and stats, how to analyze them.
how to effectively utilize • Industry gauges and how to I’m excited about the changes
them use them I can make and knowing where
to start.” — J.M.
• How to analyze a graph • Judgment of KPI’s
• Finding the right reason for a • Implementing strategy based I now have a better
understanding of how to use my
poor situation on your analysis stats to manage the shop
• Using date coincidence to better and how to read stats to
find problems and improvements
turn around areas in your in the shop” — D.W.
shop
40
Prerequisite:

nn Essentials of Shop Management
Worshops

nn Financial Control Class

FORMULAS FOR SUCCESS
WORKSHOP

Your step-by-step guide to achieving ultimate power

In this workshop you will learn the exact steps you need to take to either turn around a bad condition in the shop or keep
riding the wave of a high condition. This workshop will give you the tools to achieve Master of Shop Management and sustain it!

You will learn how to: What are the Prerequisite:
correct steps you
• The basis of the conditions should take when nn Essentials of Shop
of business business is down? Management Worshops
If you’re riding a
• What the formulas are for wave of success,
each condition how do you keep
it going?
• How to apply the conditions
to your KPI’s This two-day workshop will give
you the tools and knowledge
• Tips on explaining the you need to guide your shop into
conditions and formulas to a stable condition of power!
your team

• Why this management tool is
vital to your business

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BUILDING YOUR
DREAM TEAM WORKSHOP

Anything is possible with the right team.

The Building Your Dream Team Workshop is an interactive workshop that will give you the skills needed to recruit the best and
keep them effectively trained on an on-going basis. When you’re ready to take your shop to the next level, you’ll want top-quality
employees working with you, helping you increase profits and efficiency.

You will learn: • Employee handlings Prerequisite:
including communicating
• Clearly outlining and expectations, monitoring nn Stage 2 — Recommended stage 3
defining what the right and assessing employee nn Essentials of Shop Management
type of employee is. performance, how to do
performance appraisal Workshop
• How to promote your shop to interviews and the keys nn Any workshop that has covered and
gain the interest of potential to keeping your team
employees motivated and productive. addressed communication skills

• Screening and qualifying the • How to determine skill level 42
prospects including how to needed for each position
interview people, and
interviews do’s and don’ts. • How to write effective
recruitment ads
• How to properly hire and
incorporate new employees • Proper interview skills
into the team. Setting up • Effective training and
your system to adapt new
employees and aligning the motivation techniques
employee’s goals and job
descriptions to the owner’s
goals for the shop.

MAKING YOUR IDEAL SCENE
A REALITY WORKSHOP

Turn your vision into reality

Sometimes getting the vision in your head to match the reality of the shop can be a challenge. In this workshop you will find out
why that is and what steps you can take to make your ideal scene a reality.

You will learn how to: • Look—don’t listen Prerequisite:
• Existing scene vs. ideal
• Logic vs. illogic nn Power Workshop
• Common problems in a shop scene nn Operational Workshop
• Finding the real problem • How to inspect your shop
• Find the area of your shop
(excuses vs. reality)
• How to know you found the that is holding you back
and put together a plan to
correct solution address it
• How cooperation works
• How to see the ideal scene
• Importance of

communicating the ideal
scene
• Errors and what they tell you
• Looking at the big picture
• How to diagnose your shop

43

This was a great workshop on getting us, as owners, back on track and organized. It gave us
a guideline and motivation to go back to the shop and get everyone at the shop on the
ideal scene.” — T.M.

I am now able to spot misunderstandings in the shop and pull the string to get things fully
understood and handled. Being able to easily spot problems in my shop will get me closer to
my ideal scene for the shop.” — M.B.

MAP YOUR GOALS
TO SUCCESS WORKSHOP

You need a map to achieving your goals!

This new workshop will give you the knowledge you need to create a map to your shops success. In this workshop, you will learn
the exact steps to move from having a vision to accomplishing your goals. You will learn why you may have stumbled or failed at
achieving certain milestones and remedies to ensure that you accomplish them.

You will learn:

• How to set both short-term and
long-term goals

• The difference between strategic
and tactical planning

• How to monitor your progress on
the road to accomplishment

• How draft effective plans,
management programs and
written projects

Prerequisite:

nn E ssentials of Shop Management
Workshops

nn Stage III or above

45



EXECUTIVE PLANNING
APPRENTICESHIP

Put yourself in the driver’s seat as an executive and accelerate to the
next level of shop expansion

Good Control + Stability = Freedom

This apprenticeship trains you on the important goals that you, the executive of the shop, must routinely meet in order to further
advance your business. It trains you on the executive actions that are the key to controlling and growing your business.

This is an intense, 10-week apprenticeship delivered by You will learn and implement:
a trained business advisor from Management Success.
In the end, you will fully and successfully control the • Weekly planning
income, productivity and profitability of your business. • Handling the money
• Income planning
Prerequisites: • Marketing planning
• Production planning
nn Essentials of Shop Management Workshops • Putting plans into action
nn Formulas For Success • Staying on target
nn How to Get Compliance to Your Orders Workshop • Strategic Planning
nn Stage III shop
nn Supercharge Your Profits Workshop
nn Map Your Goals to Success Workshop
nn Financial Control Class

Recommend: Shop Policy Apprenticeship

47

I have a lot more confidence in my staff, and the right decisions are being made. Basically I
followed the program and it works. It has given me all the knowledge I need to make the right
decisions.” — J.M.

Besides more than doubling the income and doing exactly what it said it would, this appren-
ticeship has also made it possible to plan for the week, instead of just waiting for the week to
happen.

“Whatever we plan for, we make. Even with this 34K week, we planned $33,700. With your
business, you can actually plan what you want to happen, and then it happens. It works.
Work flow, car count, the battle plans—everything.

“We are applying formulas, and as long as we’re sticking to them, the condition goes exactly
up into the next. The Executive Planning Apprenticeship did everything it said it would, and it
has made a huge impact.” — M.P.

LEADERSHIP
WORKSHOP

Leadership is different than management

There are countless books about leadership. You could spend 100’s of hours plowing through every resource and still remain
confused as to which style is best for your business. This workshop is a “must-do” for multiple shop operators.

This two-day interactive workshop
will help you sort out the subject of
leadership and give you the
direction and knowledge you need
to be an effective Leader!

Prerequisites:

nn Essentials of Shop Management
Workshops

nn Stage III shop

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