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
Enhancing Retail Performance

2. DEPARTMENTAL LEADERSHIP PROGRAM
Enhancing Retail Performance
Managing an automotive dealership department can be challenging
at the best of times. Throw in the three dimensional components of
customer interest versus manufacturer interest versus shareholder
interest and we emerge with a rather complex and intriguing fruit salad
called the modern car dealership. Now take these complexities and
weigh up the investment in the business (capital employed) against the
investment in the manpower charged with producing a return on this
capital and we emerge with one of the most intriguing conundrums in
the industry. It was a baker from Beechworth in Australia, Tom O’Toole,
whose concept of turning a small business into a thriving enterprise
set tongues wagging in the region and ultimately across the continent
who, when asked “What happens if you spend all this money training
people and they leave…” retorted unhesitatingly, “What happens if I
don’t train them and they stay!”
Doesn’t this sum it up so aptly … we HAVE to build skills and knowledge
if we are to sustain our businesses and even thrive in an industry growing
in demands from manufacturers and customers. In short, we have
to invest in our key people. Departmental Managers throughout the
automotive industry have tended to ‘learn by the process of discovery’
and the consequences have often been horrendous.
In my vast travels around the world, substantiated by the Sewells Group
database of over three thousand, eight hundred dealers from various
parts of the world, many interesting findings have been revealed.
The one that intrigues me most however is the fact that against the
odds high performing Dealers continue to flourish on every continent.
If you were to ask me for the differentiator, my answer would be simple
… it’s all about balance. That’s what great Dealers do … they mix their
natural flare with the science of seeking out every available opportunity
to exploit the range of potential in their businesses. It’s as simple as
that!
The Departmental Leadership Program (DLP) sets out to achieve a
simple objective - balancing the elegance of high level education with
‘street-wise’ operational experience – balancing vehicle sales with fixed
operations – balancing profitability with asset management – balancing
customer demands with manufacturer demands - balancing the art of
the game with science and balancing investment in capital resources
with investment in people resources.
At last we have the makings of a high level, intensive Departmental
Leadership Program, where learners can thrive on the successes
and lessons from some of the world’s most highly experienced and
professional operators, academics and consultants.
It’s a wonderful recipe … here’s your invitation to get on board!
PADDY O’BRIEN
Chairman
Sewells Group
Sewells Group is a dealer development agency focused on enhancing the performance of Franchised Automotive Dealers.
This is achieved through outsourced network development services, training and development interventions, financial
and benchmarking data analysis, management and process tools, performance groups and assessment services.
A NOTE FROM PADDY O’BRIEN
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.
Participants will receive focused tuition and coaching from program facilitators and subject matter experts in areas such as:
• Leadership – Getting optimal levels of performance from and motivating each member of the team
• Finance – Appreciating and interpreting financial numbers so as to positively impact on the ‘key drivers’ of the business
• Human Resource Management - recruiting the right people for the job and creating a motivated and high performing department
• Marketing and Sales – specific to sales, service and parts operations
• Systems and Processes – Appreciating, refining and enhancing the business processes
• Developing and implementing effective business plans and strategies
• Creating and sustaining balance between profitability, throughput and customer satisfaction
Who Is Best Suited For The Program?
The DLP’s leading-edge curriculum has been designed to accommodate current and future Departmental Managers. Candidates should
have relevant experience and performance not withstanding the future potential envisaged as a result of successfully completing the
program.
Participants should be:
• Experienced departmental managers wanting to take their knowledge and success to the next level
• New departmental managers wanting to build a solid foundation and understanding of the automotive retail management
principles and practices
• Potential departmental managers seeking to fasttrack their professional and personal development
• Family members of the owners wanting to understand a bit more about the practical side of the business
• Current Dealer Principals & General Managers wanting to develop their operational departmental management skills
• Qualified or experienced candidates as part of developing a succession plan
Program Accreditation
This 4 module, 8 day program has been mapped to a nationally recognised qualification – the BSB51107 Diploma of Management.
The structure of this program provides duel benefit to participants in that they will receive 8 days of specific tuition that will enhance
their performance as departmental or aspiring departmental managers within an automotive retail franchise whilst offering them an
opportunity to attain a nationally recognised Diploma qualification.

3. DEPARTMENTAL LEADERSHIP PROGRAM
Enhancing Retail Performance
CODE TITLE CORE/ELECTIVE
BSBCUS501B Manage quality customer service Core
BSBFIM501A Manage budgets and financial plans Core
BSBMGT502B Manage people performance Core
BSBMGT515A Manage operational plan Core
BSBWOR502B Ensure team effectiveness Core
BSBHRM402A Recruit, select and induct staff Elective
BSBHRM503A Manage performance management systems Elective
BSBMKG523A
Design and develop an integrated marketing
communication plan
Elective
Units Of Competency
The BSB51107 Diploma of Management qualificationconsists of 8 units of competency as detailed below:
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
OVERVIEW
At successful completion of the program, the Diploma of Management award will be issued by the Australian Institute of
Management (RTO No. 3593)
What To Expect
Highlights of the Sewells Group Departmental Leadership Program include:
• Over sixty contact hours of intensive, focused management instruction (4 x 2 day blocks over 8 months)
• Leading industry and subject matter experts
• Exposure to leading business models, case studies and workplace projects
• A learning pathway into the Automotive Dealer Management Program, where successful participants
are awarded the Professional Certificate in Automotive Dealer Management issued by the University
of Melbourne
Program fee is $4,850 and is GST exempt.
The BSB51107 Diploma of Management attracts federal government apprenticeship funding. The funding is paid in two
tranches to the employer, one payment is made 3 months from commencement of the program and the second payment is
made upon successful completion of the program.
Additional funding opportunities exist where the employer is ‘regional or remote’. The additional funding is $1,000 and
is paid on commencement and is determined on a postcode basis. In addition, mature aged workers (45 years plus) will
receive additional funding of $750 on commencement and $750 on completion.
To qualify for funding for the BSB51107 Diploma of Management, participants must be Australian citizens or permanent
residents and not have a qualification equal to or greater than a Diploma.
Please contact Sewells Group to discuss your specific needs and funding opportunities.
This investment includes all facilitation, training materials, workbooks, assignments, case studies and certification.
INVESTMENT

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

5. DEPARTMENTAL LEADERSHIP PROGRAM
Enhancing Retail Performance
sewellsgroup.com
Disclaimer: The information in this brochure is correct at the time of production. Sewells Group reserves the right to make changes at its sole discretion.
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