This course is designed to help estimators improve their sales skills. Attendees learn about telephone selling and negotiating. Attendees also learn new methods to track and analyze estimate opportunities. This course will not teach you how to write an estimate but how to sell an estimate.

Larry Edwards 16 credits; 8-hour course Specialty:

This course takes you through all of the items you should consider before adding on to an existing facility or building a new one. It also provides you with best case scenarios for designing the various elements of a body shop from offices to storage space.

Larry Edwards 16 credits; 8-hour course Specialty:

This course reviews and explains accounting terms, basics of accounting, understanding the income statement, and understanding cash flow. It also explains double-entry bookkeeping, financial ratios, operations analysis, and how to manage expenses.

Larry Edwards 32 credits; 16-hour course Specialty:

This course identifies the key elements of a comprehensive marketing plan. From understanding and identifying the products and services you offer, to packaging everything your shop has to offer prospective customers into one complete marketing program, this course also demonstrates how to use your marketing plan to develop new untapped sources of business.

Larry Edwards 16 credits, 32 credits; 8-hour course, 16-hour course Specialty:

This course is designed to teach body shop office managers how to track and report to the owners/managers the key performance indicators that should be measured in the body shop.

Larry Edwards 16 credits; 8-hour course Specialty:

This course demonstrates to shop owners how to structure and staff a body shop. Topics include developing operating efficiency pay plans, writing job descriptions and developing operating procedures. This course also provides business-solving exercises and effective goal-setting techniques.

Larry Edwards 32 credits; 16-hour course Specialty:

This course teaches you how to get the maximum productivity and efficiency out of your body shop.

Larry Edwards 32 credits; 16-hour course Specialty:

What does an ideal pay plan achieve? This seminar covers procedures for developing effective pay plans and guidelines for shop support personnel and production pay plans. It will help you discover how motivational factors help you achieve your desired objectives.

Larry Edwards 12 credits; 6-hour course Specialty:

Participants of this course will:

• Understand all of the items needed to complete a business plan
• Learn ways to continue to be profitable using your existing resources
• Discover why a sound business plan often goes hand-in-hand with a small marketing plan

Larry Edwards 6 credits; 3-hour course Specialty:

This course covers the direction independent and dealership businesses are moving toward to ensure that their business will move forward in the future. It covers where your business will be in 5, 10 and 20 years, visions, owners' duties and responsibilities, goals objectives, options, recommendations, financial forecasting, evaluating your employees, customer needs and avoiding the "founders trap."

Larry Edwards 8 credits; 4-hour course Specialty:

This course examines the generalities of dealing with people and understanding the four personality traits, and how to use this knowledge to get the most out of your employees. It covers employee hiring, writing employment ads that get results, preparing for the interview and conducting the interview. The seminar discusses employee firing: reasons for firing an employee, documentation involved, employee at-will states, and preparing for and holding the release meeting. It also covers how to develop a motivation plan, employee motivation and recognizing and managing workplace stress.

Larry Edwards 12 credits; 6-hour course Specialty: