Webinar: Parts Management - Pricing
October 23, 2013
2-3 p.m. CDT
Presented by Ron Slee
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Your price is a marketing tool but most of you don't use it that way. How often have we heard that "your price is too high" or "I can get tit down the street for less"? How well customer contact personnel respond to these and other comments about your prices is critically important to your success. The price points you use should be a product of your need to make money and the competitive nature of your marketplace.
Over the years dealers have applied a methodology called "matrix pricing." This approach started in the 1970's and it still continues today, well beyond its useful life. We will explain how it works and we will also expose the "new" realities in price theory for the parts business. Looking into the new approach of applying a "array" of variables to develop a selling price; activity, price, competitiveness, and inventory risk. This four element array leads to several thousand mark ups designed to allow the dealer to attach a price that will be competitive while at the same time produce an overall gross profit that allows the Company to maintain the profit required to sustain itself.
Learning the impact of a discount on your business is a critical aspect of defending your price. See the impact on gross profit and net profit. Learning how to respond to price objections and overcome them is a principle that is important to understand and is discussed in this webinar. This webinar will be beneficial for anyone in the parts business that is touching customers with the responsibility for selling or customer service.
About the presenter:
Ron Slee is the founder of R.J. Slee & Associates, a consulting firm that specializes in dealership operations – celebrating more than 30 years in business in the U.S. Ron also operates Quest Learning Centers, a company that provides training services specializing in product support; and Insight (M&R) Institute, a company that operates and facilitates Dealer Twenty Groups.
WEBINAR REQUIREMENTS
*Registrations cannot be accepted on the day of the Webinar; please register by 5:00PM on the prior day.
*The AED Foundation is not responsible for problems resulting from lack of adherence to the participant requirements below.
IMPORTANT WEBINAR PARTICIPANT REGISTRATION REQUIREMENTS
- Registrants must submit a live, correct and unblocked email address to The AED Foundation. Access instructions and all other information and materials for the Webinar will be sent to this email address and this email address only.
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- "AEDNet.org" must be allowed through all spam blockers (please check with your IT technician prior to the webinar event).
- If questions, please contact Ms. Pat Novak at 630-468-5135.
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