The DLP is designed to equip participants with the know- how and the strategic tools to enable them to effectively drive departmental performance. This includes examining a balanced approach to leading and directing automotive retail operations in a way that accommodates the three dimensional requirement of achieving optimum market penetration, providing exceptional levels of service and generating superior returns for the business.

1. DEPARTMENTAL
LEADERSHIP PROGRAM

2. DEPARTMENTAL LEADERSHIP PROGRAM
Managing an automotive dealership department can The one that intrigues me most however is the
be challenging at the best of times. Throw in the three fact that against the odds high performing Dealers
dimensional components of customer interest versus continue to flourish on every continent. If you were
manufacturer interest versus shareholder interest and to ask me for the differentiator, my answer would
we emerge with a rather complex and intriguing fruit be simple … it’s all about balance. That’s what great
salad called the modern car dealership. Now take Dealers do … they mix their natural flare with the
01 OVERVIEW these complexities and weigh up the investment in the
business (capital employed) against the investment
science of seeking out every available opportunity to
exploit the range of potential in their businesses. It’s
02 THE PROGRAM in the manpower charged with producing a return
on this capital and we emerge with one of the most
as simple as that!
intriguing conundrums in the industry. It was a baker The Departmental Leadership Program (DLP) sets out
Sewells is a dealer development agency focused on enhancing the
from Beechworth in Australia, Tom O’Toole, whose to achieve a simple objective - balancing the elegance
performance of Franchised Automotive Dealers. This is achieved through
concept of turning a small business into a thriving of high level education with ‘street-wise’ operational
outsourced network development services, training and development
enterprise set tongues wagging in the region and experience – balancing vehicle sales with fixed operations
interventions, financial and benchmarking data analysis, management
ultimately across the continent who, when asked – balancing profitability with asset management –
and process tools, performance groups and assessment services.
“What happens if you spend all this money training balancing customer demands with manufacturer
people and they leave…” retorted unhesitatingly, demands - balancing the art of the game with science
“What happens if I don’t train them and they stay!” and balancing investment in capital resources with
investment in people resources.
Doesn’t this sum it up so aptly … we HAVE to
build skills and knowledge if we are to sustain our At last we have the makings of a high level, intensive
businesses and even thrive in an industry growing in Departmental Leadership Program, where learners
demands from manufacturers and customers. In short, can thrive on the successes and lessons from some of
we have to invest in our key people. Departmental the world’s most highly experienced and professional
Managers throughout the automotive industry have operators, academics and consultants.
tended to ‘learn by the process of discovery’ and the
consequences have often been horrendous. It’s a wonderful recipe … here’s your invitation to get
on board!
In my vast travels around the world, substantiated
by the Sewells database of over three thousand, Paddy O’Brien
eight hundred dealers from various parts of the CEO
world, many interesting findings have been revealed. Sewells Group

3. DEPARTMENTAL LEADERSHIP PROGRAM
01 OVERVIEW
The DLP is designed to equip participants with the know- WHO IS BEST SUITED FOR THE PROGRAM?
how and the strategic tools to enable them to effectively
drive departmental performance. This includes examining The DLP’s leading-edge curriculum has been designed
a balanced approach to leading and directing automotive to accommodate current and future Departmental
retail operations in a way that accommodates the three Managers. Candidates should have relevant
dimensional requirement of achieving optimum market experience and performance not withstanding the
penetration, providing exceptional levels of service and future potential envisaged as a result of successfully
PROGRAM ACCREDITATION
generating superior returns for the business. completing the program.
This 4 module, 8 day program has been mapped
Participants will receive focused tuition and coaching Participants should be:
to a nationally recognised qualification – the
from program facilitators and subject matter experts in
BSB51107 Diploma of Management.
areas such as: • Experienced departmental managers wanting
to take their knowledge and success to the
The structure of this program provides duel
• Leadership – Getting optimal levels of performance next level
benefit to participants in that they will receive
from and motivating each member of the team • New departmental managers wanting to build
8 days of specific tuition that will enhance
• Finance – Appreciating and interpreting financial a solid foundation and understanding of the
their performance as departmental or aspiring
numbers so as to positively impact on the ‘key automotive retail management principles
departmental managers within an automotive
drivers’ of the business and practices
retail franchise whilst offering them an
• Human Resource Management - recruiting the • Potential departmental managers seeking
opportunity to attain a nationally recognised
right people for the job and creating a motivated to fasttrack their professional and personal
Diploma qualification.
and high performing department development
• Marketing and Sales – specific to sales, service and • Family members of the owners wanting to
parts operations understand a bit more about the practical side of
• Systems and Processes – Appreciating, refining the business
and enhancing the business processes • Current Dealer Principals & General Managers
• Developing and implementing effective business wanting to develop their operational
plans and strategies departmental management skills
• Creating and sustaining balance between • Qualified or experienced candidates as part of
profitability, throughput and customer satisfaction developing a succession plan

4. DEPARTMENTAL LEADERSHIP PROGRAM
01 OVERVIEW
WHAT TO EXPECT
Highlights of the Sewells Departmental
Leadership Program include:
UNITS OF COMPETENCY • Over sixty contact hours of intensive,
focused management instruction (4 x 2
The BSB51107 Diploma of Management qualification day blocks over 8 months)
consists of 8 units of competency as detailed below: • Leading industry and subject matter experts
• Exposure to leading business models, case
CODE TITLE CORE/ELECTIVE studies and workplace projects
• A learning pathway into the Automotive
BSBCUS501B Manage quality customer service Core Dealer Management Program, where
BSBFIM501A Manage budgets and financial plans Core successful participants are awarded the
Professional Certificate in Automotive
BSBMGT502B Manage people performance Core Dealer Management issued by the
University of Melbourne
BSBMGT515A Manage operational plan Core
BSBWOR502B Ensure team effectiveness Core
BSBHRM402A Recruit, select and induct staff Elective
BSBHRM503A Manage performance management systems Elective
Design and develop an integrated marketing
BSBMKG523A Elective
communication plan
At successful completion of the program, the Diploma
of Management award will be issued by the Australian
Institute of Management (RTO No. 3593)
ASSESSMENTS
Participants will be required to submit a number of
assessment tasks throughout the program including,
knowledge questions, third party observations, work
based projects and case studies

5. DEPARTMENTAL LEADERSHIP PROGRAM
02 THE PROGRAM
MODULE ONE: DEPARTMENT PERFORMANCE MODULE THREE: OPERATIONS & MARKETING
Day 1 Department The role of departmental management, fundamentals of departmental Day 5 Operations Service Management, workshop process and fundamentals, contemporary
Management management, management priorities, considerations & expectations in the showroom management. Institutionalising, structuring and monitoring the sales
Considerations automotive retail environment, business planning fundamentals. process, managing the showroom floor and the sales team. Parts Management,
inventory control, staffing and productivity, ordering parameters, parts marketing,
Leadership Developing a performance based culture, leadership versus management, leadership merchandising, retailing and trade activities.
styles and principles, managing people and teams, leading from the front.
Day 2 Finance I Driving departmental performance, accounting fundamentals, analysing and Day 6 Marketing Automotive marketing fundamentals, consumer behaviour, brand management,
interpreting business results, building a departmental performance model and market segmentation, targeting and positioning, developing a ‘portfolio
identifying the ‘causes’ of business performance. management’ and ‘segment development’ mindset.
MODULE TWO: HUMAN RESOURCE MANAGEMENT MODULE FOUR: DEPARTMENT PERFORMANCE IMPROVEMENT
& PLANNING
Day 3 Recruitment and Developing and implementing an effective and efficient recruitment strategy, Day 7 Finance II Business health and benchmarking, mastering the key performance indicators
Selection attracting the right candidates, interviewing techniques and tips, letters of that drive your business, managing the key drivers of automotive retail
appointment and the induction process. performance (mix, split, activity, productivity).
Day 4 Performance Implementing a performance management system, building and motivating Day 8 Business Plan Business Planning, strategic planning, budgeting and cost analysis, Dealership
Management the team, fundamentals of Human Resource Management (selecting, recruiting, economics and influencing factors. Building the business case.
inducting, terminating, managing, disciplining and counselling).

6. DEPARTMENTAL LEADERSHIP PROGRAM
01 OVERVIEW
INVESTMENT mature aged workers (45 years plus) will receive MORE INFORMATION
additional funding of $750 on commencement and
Program fee is $4,850 and is GST exempt. $750 on completion. If you believe that the Sewells DLP will be of benefit to:
The BSB51107 Diploma of Management attracts To qualify for funding for the BSB51107 Diploma of • Your dealers if you are an OEM
federal government apprenticeship funding. The Management, participants must be Australian citizens • Your dealer/corporate management team
funding is paid in two tranches to the employer, one or permanent residents and not have a qualification • Aid your dealership departmental performance
payment is made 3 months from commencement of equal to or greater than a Diploma.
the program and the second payment is made upon Then contact us so we can provide you with more information.
successful completion of the program. Please contact Sewells Group to discuss your specific
needs and funding opportunities. Sewells Group
Additional funding opportunities exist where the 275 Canterbury Road
employer is ‘regional or remote’. The additional This investment includes all facilitation, training Canterbury VIC 3126
funding is $1,000 and is paid on commencement materials, workbooks, assignments, case studies Ph: +61 (0) 3 8809 2700
and is determined on a postcode basis. In addition, and certification. info@sewellsgroup.com | www.sewellsgroup.com

7. Disclaimer: The information in this brochure is correct at the time of production.
Sewells reserves the right to make changes at its sole discretion.
© 2011 Sewells Group