SEWELLS PERFORMANCE GROUPSAssociate’s Guide

INTRODUCTION

This Guide provides an overview of the delivery platform, philosophical background and practical guidelines for Associates who facilitate client Performance Groups on behalf of Sewells.

The success of our Performance Groups lies within the Sewells MRA Performance Model. 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 this guide and all Associates are encouraged to develop their thinking around this premise. There is little doubt that peer group learning and development ranks among the most powerful ways in which to drive performance.

Seeing what is possible and benchmarking performance against reality helps overcome the mental barrier experienced by many business owners and managers. Who better to encourage and motivate than someone in the same situation!

In the spirit of ‘Enhancing Retail Performance’ this is a critical product for the Sewells Group, you are encouraged to embrace it and continuously seek ways in which you can contribute to its professional delivery.

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 superior business results.

Facilitated by a senior Sewells Associate, leading industry practices are identified through the use of benchmarks and dealership processes which are assessed and analysed in 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 the discussion of real life problems and solutions. Participants are encouraged to openly exchange and implement ideas, which will assist in enhancing performance and identifying untapped sources of additional profit.

Groups are typically made up of 10 to 12 Dealer Principals of similar sized businesses, sometimes representing multiple franchises and ideally non-competing in nature (i.e. from different geographical regions). Sessions are held over one or two days, usually including a dinner and dealership facilities tour, subject to location and logistics.

The dynamic of inviting fellow participants into one’s own dealership provides a unique opportunity to network, form fellowships and interact in the most productive way. The 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 commitment from the group to strive for superior business results.

KEY COMPONENTS OF PERFORMANCE GROUPSWhile there are a number of components which make the Performance Group environment successful, there are key components that stand out.

Facilitated Action LearningPerformance Groups are largely driven by an action learning approach. In other words business and professional development takes place through the application of knowledge and skills to real world situations and information. Participants are equipped with the know-how and structure that enables them to assess their own performance. This is made possible by using their own data and by articulating their own unique circumstances.

Application Of A Tried And Tested Performance ModelThrough its global experience across 4 continents, Sewells has developed a world-class automotive retail performance model. By sharing this with participants and encouraging them to apply it to their own business, the lights go on and concepts and theories become reality.

Structured Performance AnalysisIn supporting the above performance model, dealership performance analysis takes place within a structured framework. This enables participants to self-diagnose and lays a platform for action planning.

The Power Of Peer LearningPeer learning environments can be extremely powerful vehicles for driving positive change. The principles behind this are well founded and include the fact that participants are able to connect with others who find themselves in the same situation and who are able to provide 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.

SEWELLS PERFORMANCE GROUPSAssociate’s Guide

WHAT DIFFERENTIATES THE SEWELLS APPROACH?

The Focus On A Performance Model Vs. A Focus On BenchmarksWhile benchmarks form a useful indicator of comparative performance and drive competitive group offerings, for us benchmarks are simply the conduit by which we monitor results. Sewells is focused on the drivers of performance and in getting participants to understand and apply them. In this regard the organisation adopts a unique way of identifying the drivers to enhancing results. This includes analysing results beyond the income statement and making specific reference to the balance sheet and the importance of activity and asset management.

A Belief That Causes Deserve More Scrutiny Than OutcomesThere is a belief that outcomes are indicators of strategic decision making and that management must understand the causes behind the results. The groups endeavour to bring understanding and focus to these dynamics.

An Emphasis On Education Over ComparisonThe Sewells approach is developmental in nature seeking to ‘equip’ rather than ‘inform’. In practice this means teaching people how to apply the Sewells Group MRA Performance Model, how to affect the key drivers and how to interpret results at a strategic level.

The Notion Of Strategy Versus Score-KeepingThe Sewells approach is about the application of strategic thinking not simply a mechanism for comparing results or keeping score. This includes the ability to contemplate what is in relation to what should be, beginning with the end in sight. Action planning is prioritised and Associates are passionate about making a difference. Every participant should be better off the next time they meet.

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