ATTENDANCE IS REQUIRED BOTH DAYS FOR FCA CREDIT BUSINESS CASUAL ATTIRE IS REQUIRED ALL BREAKS ARE AS NEEDED

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1 San Antonio 20 Group Meeting - October 18 & 19, 2018 PLEASE NOTE CHANGE IN HOTEL/LOCATION EMBASSY SUITES - SAN ANTONIO AIRPORT US Highway 281 North San Antonio, TX WEDNESDAY, OCTOBER 17 HOTEL ARRIVAL & CHECK-IN (OUT-OF-TOWNERS) ATTENDANCE IS REQUIRED BOTH DAYS FOR FCA CREDIT BUSINESS CASUAL ATTIRE IS REQUIRED ALL BREAKS ARE AS NEEDED THURSDAY, OCTOBER 18 MEETING DAY 1 8:00 AM - 4:00 PM 7:00 AM CONTINENTAL BREAKFAST IN MEETING ROOM 8:00 AM GENERAL SESSION - Meeting called to order by 20 Group Moderator Mark Beaton Welcoming remarks Introduction of new & previously absent members Once around the room Please tell us something that went well or not-so-well in your department this year (Be prepared to discuss) 20 GROUP INFORMATION SPRING 2018 MEMBER COMMITMENT AREAS #1 of 2 James Berthold Sterling DCJR Apply for a parts increase Expand BDC Travis Burns Burns Motors Get increase for warranty parts manually submit with DM or use a company like Dealer Uplift Raise internal labor rate to $105 Just do it! Ken Flanagan Burns Motors?????? Moderator: Mark Beaton MarkBeaton@aol.com Phone: Group Contact: Jen Short JenShort@FCA20Group.com 1 Phone:

2 THURSDAY, OCTOBER 18 MEETING DAY 1 - CON T 8:00 AM - 4:00 PM Jeff Hutchins Meador DCJR Boost wholesale sales Change sales accounts to (code) wholesale to receive wholesale compensation Cesar Jara Dick Poe CJ Lower wages & salaries need to get GM on board Increase warranty labor rate do RO study Jeffrey Maves Tomball DCJ Reduce 12 & over from $68,000 to $45,000 Check accounting for proper entries get with office manager for corrections Continue to build wholesale increase to $140,000 Jackie Mortimer Gillman CJD Employee survey for improvement for service Increase gross labor rate increase FINANCIAL COMPOSITE REVIEW Please review your dealership s Composite before our meeting and be prepared to discuss your numbers with the group! Case studies of different dealerships service & parts financials Set individual objectives 11:30 AM GUEST SPEAKER - FCA DRIVEPLUS MASTERCARD PROGRAM Kevin Orlandis, First Bankcard 12:15 PM BREAK FOR LUNCH 1:00 PM CONTINUATION OF COMPOSITE REVIEW (AS NECESSARY) UPDATES & NEWS Industry News FCA Performance Institute Updates BEST PRACTICE COMPETITION It is NOT mandatory, but each DEALERSHIP is encouraged to bring ONE fixed operations best practice idea to present and share with the meeting members. PLEASE, THESE READ RULES CAREFULLY! 2

3 THURSDAY, OCTOBER 18 MEETING DAY 1 - CON T 8:00 AM - 4:00 PM RULES - The Best Practice competition is open to any Service or Parts idea that has been successful in your dealership. Each represented store should bring at least one best practice idea. Your best practice should be tried and proven. (Not, I started this last week. or, I thought this up on the way here because I didn t have time to put together my idea. or I couldn t think of an idea to share, and I don t want to pay the without-an-idea fee. This is not allowed in our session. We need to know it worked, what it cost, what the pitfalls were, and just how successful it was. Take time before leaving the dealership to put together your best practice Service or Parts Idea with enough copies for everyone. Each dealership will ante $20.00 with an idea or $30.00 without an idea to the group s appointed sergeant-at-arms; remember this is by DEALERSHIP unless both managers are presenting different ideas New members (dealerships) DO NOT have to pay the $30.00 penalty the first meeting if they DO NOT have a best practice to share. They do pay the $20.00 entry fee with a Best Practice to share (Please note! New Members are defined as individuals that have NOT attended either a Performance Group meeting or 20 Group meeting since 2010 Please bring enough typed copies for everyone (currently 15). Ideas without printed copies are not allowed You may use the overhead projector, along with your printed copies, to make your presentation You will have up to five minutes to present your idea You may take questions or comments during your presentation After each idea presentation, all dealerships will vote on that idea on a scale of 1-10 (ballots available at meeting) Each dealership has one vote Total points determine placement winners The winners divide the pot; all cash awards to the THREE top ideas by the sergeant-at-arms GROUP PICTURE 4:00 PM ADJOURN FOR THE DAY 5:30 PM GROUP DINNER OUTING Pappadeaux Seafood Kitchen 76 NE Interstate 410 Loop (210) Participation is not required Not sponsored by Group or FCA Husbands/wives/significant others are ALWAYS welcome! 3

4 FRIDAY, OCTOBER 19 MEETING DAY 2 7:30 AM - 3:00 PM 6:30 AM CONTINENTAL BREAKFAST IN MEETING ROOM 7:30 AM GENERAL SESSION - Meeting called to order by Mark MEMBER S CONTACT INFORMATION VERIFICATION SPRING 2018 MEMBER COMMITMENT AREAS #2 of 2 Paul Patterson Tomball DCJ Cold calls on recalls & SOPs have BDC call Create new way to increase gross contest/spiff to motivate to sell Henry Pimentel Mac Haik DCJR (2017 Fall San Antonio 20 Group) Reduce unapplied time Shop efficiency Labor rate increase Mike Renfro Demontrond Auto Country Survey employees/employee recognition to have feedback from surveys & monthly awards for techs & advisors Reduce unapplied labor monitor weekly payroll for techs with shop foreman Clint Taft Yaklin CDJR (2016 Fall San Antonio 20 Group) Increase internal accessory sales Decrease SOP s not installed by service department (customer not returning) Patti Torres Laredo DCJ Increase customer pay review all MPI s to ensure upsells Increase CSI/FFV Text2Drive Increase involvement of all service personnel get individual opinions & take action on them Ty Vo Mac Haik CDJR (2017 Spring San Antonio 20 Group) Internal gross meet GM on parts & labor Miguel Zamora Laredo DCJ Reduce inventory will minimize ARO & SPO orders to reach goal (600,000 to 400,000) Organize employees be tough on employees with time off Implement the wholesale program add wholesale program to my department 4

5 FRIDAY, OCTOBER 19 MEETING DAY 2 - CON T 7:30 AM - 3:00 PM 12:00 PM LUNCH iexam Profit opportunities review MODERATOR S FAVORITE BEST PRACTICES FROM SPRING 2018 Mark s favorite Best Practices presented from our spring Group s across the country GROUP PRESENTATION - Selling Retail Millennials and women customers Preferences in communication DEPARTMENTAL SESSION Breakout Groups Service managers and parts managers meet separately to discuss any problems, concerns, or ideas the groups decide. Service & Parts Directors or Parts & Service Directors may choose which breakout group they wish to participate in. SET INDIVIDUAL / GROUP OBJECTIVES Commitment to two areas to improve by fall 2018 meeting Group objectives for next meeting 3:00 PM MEETING ADJOURNED 5