The current rate of failed independent shops is 11% based on industry statistics. It is estimated that 90% of these shops were solvent at the time of closing. This is a indication of the need for an accurate understanding of automotive accounting; shops earning enough income to preserve solvency without managing to remain viable. Owners and managers need to increase their understanding of automotive accounting.

This seminar provides an introduction to the basic core of accounting principles as they apply to the automotive service industry. Training materials are straightforward, systematically organized, with clear examples and descriptions. At the completion of the course participants will be able to:

• Understand and analyze their accountant's financial reports,
• Identify and utilize financial predictors before damage occurs,
• Identify and control unnoticed costs,
• Institute Account Numbers to identify assets, equity, sale of goods, costs of goods sold and other expenses,
• Determine whether assets, liabilities, receivables and costs are in balance,
• Calculate and utilize positive or negative cash flow information,
• Structure the Balance Sheet to achieve incorporation goals,
• Track a true accounting of the debt to worth ratio,
• Free "frozen cash" for reinvestment in the business,
• Calculate an accurate Breakeven Analysis,
• Apply the formula to calculate the Gross Profit on Sales,
• Utilize depreciation correctly to lower the net profit,
• Apply the formulas, tables and principles of solution to their financial situation,
• Understand the advantages of different types of incorporation,
• Understand the definition and application of common accounting terms and procedures,
• Review a completed Chart of Accounts and Balance Sheet,
• Understand how to calculate current ratio, acid test ratio, working capital, debt to equity ratio, return on asset ratio, cash flow, and breakeven analysis,
• Understand the concept of Creative Accounting and the examples presented.

Ned Tomarchio 6 credits, 8 credits; 3-hour course, 4-hour course Specialty:

You will learn the psychology behind the sale and how to tap into the unconscious and subconscious mind of the consumer. You will learn how to use cues, props and metaphors to stimulate positive memories and responses from the customer. You will understand the five questions that go through every customer's mind. You will be taken through the five steps on the road to the sale. You will also learn effective sales closing techniques, how to deal with irate customers and how to take control of the situation. You will learn how your customers' minds work and how your mind works, and the relationship between the two.

Ned Tomarchio 8 credits; 4-hour course Specialty:

Mastering Maintenance Sales builds skills that focus on selling your most profitable work maintenance. This course helps service advisors and managers thoroughly understand and practice maintenance sales in their shop. Students learn to create a system where maintenance needs are identified and sold for each vehicle in the shop. Students also learn how to include potential maintenance work in your repair orders and how to effectively identify and sell potential maintenance sales. This course is designed to help educate your customers on the advantages of maintaining their vehicle.

Ned Tomarchio 8 credits; 4-hour course Specialty:

Marketing and the strategies that drive it. You will learn how to buy and place ads in print media. You will also learn how to place price and text within an ad. You will understand how to establish and set advertising budgets. You will learn how to create an in house direct mail program and the do©–s and don'ts of direct mail. You will understand why and how to track advertising effectiveness. You will learn how to identify the characteristics of your target market. You will learn how to create a customer referral program, safety inspection program, and telephone follow-up program, lost business reports and customer satisfaction surveys. You will learn who your customers are and how to reach them cost effectively.

Ned Tomarchio 8 credits; 4-hour course Specialty:

From this course, you will be able to analyze the advantages, economic estimates and strategy of implementing Menu Pricing. The student will review sample worksheets and analyze how they are utilized. They will apply the results of cash flow analysis, labor rate, and gross profit to menu pricing structure and discuss the ratios involved.

Ned Tomarchio 8 credits; 4-hour course Specialty:

You will list the advantages of various pay plans, salary options, fair labor standards impact on hourly and flat rate employees. You will review and critique incentive plans, employment agreements and bonus programs.

Ned Tomarchio 8 credits; 4-hour course Specialty:

You will identify the positions needed for your shop and discuss methods to identify and attract quality employees. You will review Fair Labor Standards Act compliance for flat rate and commision employees.

Ned Tomarchio 8 credits; 4-hour course Specialty:

This course covers the basic skills and information necessary to increase your sales and service abilities. By applying the proven methods taught in this course, your staff will experience increased confidence and improved sales techniques. Students learn to build an effective sales program that provides the skills and information to answer your customer's five decisions before a purchase. By following the ³Steps to the Sale² taught in this course, students gain increased telephone skills to set appointments that customers will keep, increase customer confidence, satisfaction and repeat sales. Students will increase the bottom line at no additional costs.

Ned Tomarchio 8 credits; 4-hour course Specialty:

This course helps shop owners and managers evaluate the productivity, efficiency and proficiency of their personnel and facility. Students will understand the impact of increased productivity on gross profit and how to achieve increases. They will also learn how to improve the efficiency of each technician and to manage your way to increased profits.

Ned Tomarchio 8 credits; 4-hour course Specialty:

You will learn and discover techniques to free you from the day-to-day involvements of being in the business. You will learn how to identify problems and arrive at a solution. You will learn how to effectively resolve problems at lower supervisory levels in your organization. You also learn how to set goals and develop strategies necessary to accomplish them, by applying a critical path approach. You will learn how to get things done!

Ned Tomarchio 8 credits; 4-hour course Specialty:

You will discuss the performance of warranty work, tracking procedure and limitations of limited warranty.

Ned Tomarchio 8 credits; 4-hour course Specialty:

Business owners must accomplish their work through the management systems they establish for their business. This course is designed to increase the Service Manager's ability to understand and apply management systems for selling and customer satisfaction. Participants learn how to eliminate complaints and expand customer loyalty. Increased selling skills, customer satisfaction skills, and increased understanding of maintenance presentations will increase sales and customer gratitude.

Business survival is not our goal. Owners and managers work too hard to just survive. This two-day course is a step-by-step guide to business success. Participants apply effective solutions, proven ideas, and practical examples from the 230-page manual. Each participant learns skills to increase profitability, reduce business fluctuations, increase repeat business, use and understand menu pricing to increase sales volume, use standards of excellence in inspecting all work, and increase customer satisfaction. Management development time is eliminated and fully developed tools are ready for application.

Ned Tomarchio 30 credits; 15-hour course Specialty:

The current trend of consolidation or elimination of independent facilities is a wake-up call to independent owners to maximize their facility's operation. Superior business planning, financial management, technological advancement, marketing innovation, and customer satisfaction are essential for the successful operation of the independent automotive service facility. To remain competitive in today's market all areas must perform to their optimum level. This course is designed to increase shop owner's and manager's understanding of the critical path to excellent shop operation.

Business survival to the independent owner is not guaranteed. This course is a step-by-step presentation of immediate steps to increase customer sales, customer loyalty, and reduce seasonal fluctuations in business. Participants discuss these solutions and practical examples from the 64-page manual. Each participant will learn how to increase profitability.

Ned Tomarchio 6 credits, 9 credits; 3-hour course, 4.5-hour course Specialty:

Business survival is not our goal. Owners and managers work too hard to just survive. This four-day course is a step-by-step guide to business success. Students will apply effective solutions, proven ideas, and practical examples from the 460-page manual to every aspect of shop management. Each day students develop additional skills to increase profitability, reduce business fluctuations, increase repeat business, use and understand menu pricing to increase sales volume, implement successful pay plans to keep the best staff, provide excellent quality work, and increase customer satisfaction. Class work and individual consultation time provides the tools to increase effective use of time, control of the business, and increased income. Every student keeps a personal CD-ROM that contains every page of information in the course including all forms, checklists, worksheets, tables, and examples. Class discussions focus on the application of the tools provided in the manual and CD-ROM. Development time is eliminated, the student is ready to apply fully developed tools from this course.

Ned Tomarchio 80 credits; 40-hour course Specialty: