At the core of Sewells dealer focused philosophy are world class performance groups. Essentially these are peer-group forums where dealers are able to identify the financial drivers, processes and practices which lead to superior business results. Facilitated by a senior Sewells consultant, leading practices are identified through the use of industry benchmarks, dealership processes are assessed and analysed in an action-learning environment in order to understand high levels of workplace performance. Sessions are designed to be engaging and interactive through the discussion of real life problems and opportunities. Participants are encouraged to openly exchange and articulate ideas, which will assist in enhancing performance and identifying untapped sources of additional profit. Structured to meet three to four times annually performance groups embrace the concept of continuous improvement.

1. SEWELLS PERFORMANCE GROUPS
Associate’s Guide

2. WHAT ARE PERFORMANCE GROUPS?
Performance Groups are peer-group forums where dealers are able to
identify the financial drivers, processes and leading practices that drive
INTRODUCTION superior business results.
Facilitated by a senior Sewells Associate, leading industry practices are identified through
This Guide provides an overview of the delivery platform, philosophical the use of benchmarks and dealership processes which are assessed and analysed in
background and practical guidelines for Associates who facilitate client an action-learning environment in order to understand high levels of performance in
the workplace. Sessions will be engaging and interactive with the Associate facilitating
Performance Groups on behalf of Sewells. the discussion of real life problems and solutions. Participants are encouraged to
openly exchange and implement ideas, which will assist in enhancing performance and
The success of our Performance Groups lies within the Sewells MRA Performance Model.
identifying untapped sources of additional profit.
This model provides a clear articulation of the automotive retail business principles that must
underpin the facilitation of these groups. Details of this model have been provided as part of
Groups are typically made up of 10 to 12 Dealer Principals of similar sized businesses,
this guide and all Associates are encouraged to develop their thinking around this premise.
sometimes representing multiple franchises and ideally non-competing in nature (i.e.
There is little doubt that peer group learning and development ranks among the most powerful
from different geographical regions). Sessions are held over one or two days, usually
ways in which to drive performance.
including a dinner and dealership facilities tour, subject to location and logistics.
Seeing what is possible and benchmarking performance against reality helps overcome the
The dynamic of inviting fellow participants into one’s own dealership provides a unique
mental barrier experienced by many business owners and managers. Who better to encourage
opportunity to network, form fellowships and interact in the most productive way. The
and motivate than someone in the same situation!
intensity of the analysis and the exposure to the elusive ‘how to’ factor combined with
the opportunity to strategise on a high level will yield almost immediate results with real
In the spirit of ‘Enhancing Retail Performance’ this is a critical product for the Sewells Group,
commitment from the group to strive for superior business results.
you are encouraged to embrace it and continuously seek ways in which you can contribute to
its professional delivery.

3. SEWELLS PERFORMANCE GROUPS
Associate’s Guide
KEY COMPONENTS OF PERFORMANCE GROUPS WHAT DIFFERENTIATES THE SEWELLS APPROACH?
While there are a number of components which make the Performance Group environment
successful, there are key components that stand out. The Focus On A Performance Model Vs. A Focus On Benchmarks
While benchmarks form a useful indicator of comparative performance and drive competitive
Facilitated Action Learning group offerings, for us benchmarks are simply the conduit by which we monitor results.
Performance Groups are largely driven by an action learning approach. In other words Sewells is focused on the drivers of performance and in getting participants to understand and
business and professional development takes place through the application of knowledge apply them. In this regard the organisation adopts a unique way of identifying the drivers to
and skills to real world situations and information. Participants are equipped with the know- enhancing results. This includes analysing results beyond the income statement and making
how and structure that enables them to assess their own performance. This is made possible specific reference to the balance sheet and the importance of activity and asset management.
by using their own data and by articulating their own unique circumstances.
A Belief That Causes Deserve More Scrutiny Than Outcomes
Application Of A Tried And Tested Performance Model There is a belief that outcomes are indicators of strategic decision making and that management
Through its global experience across 4 continents, Sewells has developed a world-class must understand the causes behind the results. The groups endeavour to bring understanding
automotive retail performance model. By sharing this with participants and encouraging and focus to these dynamics.
them to apply it to their own business, the lights go on and concepts and theories become
reality. An Emphasis On Education Over Comparison
The Sewells approach is developmental in nature seeking to ‘equip’ rather than ‘inform’. In
Structured Performance Analysis practice this means teaching people how to apply the Sewells Group MRA Performance Model,
In supporting the above performance model, dealership performance analysis takes place how to affect the key drivers and how to interpret results at a strategic level.
within a structured framework. This enables participants to self-diagnose and lays a platform
for action planning. The Notion Of Strategy Versus Score-Keeping
The Sewells approach is about the application of strategic thinking not simply a mechanism
The Power Of Peer Learning for comparing results or keeping score. This includes the ability to contemplate what is in
Peer learning environments can be extremely powerful vehicles for driving positive change. relation to what should be, beginning with the end in sight. Action planning is prioritised and
The principles behind this are well founded and include the fact that participants are able to Associates are passionate about making a difference. Every participant should be better off the
connect with others who find themselves in the same situation and who are able to provide next time they meet.
real-world guidance, particularly if they have faced a similar situation themselves. Peer
groups create a subtle pressure dynamic which serves as motivation to achieve constructive
outcomes. The informed provide guidance for those seeking answers and the progress
gained by the collective serves to inspire and build momentum for everyone.

4. sewellsgroup.com
in