Leading the Dealership Enterprise

PREREQUISITE:  None

This course offers an enterprise-level perspective on dealership management. Topics include financial statement analysis, risk management, forecasting, strategic planning, and leadership development across all dealership departments.

This course provides an enterprise-level perspective on automotive dealership leadership from the viewpoint of the General Manager or Dealer Principal. Students examine dealership financial performance, strategic planning, risk management, forecasting, and organizational leadership across variable and fixed operations. Emphasis is placed on interpreting dealership financial statements, aligning departmental performance with organizational objectives, managing operational and regulatory risk, and developing leadership strategies that support long-term profitability and sustainable growth. Students apply analytical and strategic decision-making frameworks to realistic dealership scenarios and develop executive-level recommendations.

UPON COMPLETION OF THE COURSE, THE STUDENT WILL BE COMPETENT IN:

• Analyzing dealership financial statements, departmental performance reports, and profitability metrics to evaluate enterprise-level financial performance and operational effectiveness.
• Evaluating enterprise-level dealership performance across sales, finance and insurance, fixed operations, and administrative functions to assess organizational effectiveness and profitability drivers.
• Applying forecasting and budgeting techniques to develop financial projections and evaluate strategic planning scenarios that support dealership enterprise decision-making.
• Assessing financial, operational, regulatory, and franchise-agreement risks affecting dealership enterprise performance and identifying strategies to mitigate organizational exposure.
• Evaluating dealership key performance indicators (KPIs), benchmarking metrics, and performance measurement systems used by dealership executives to monitor enterprise performance.
• Developing dealership strategic plans that align financial performance, operational capabilities, market conditions, and franchise requirements with long-term organizational objectives.
• Evaluating leadership strategies, organizational structures, and cultural factors that influence employee performance, operational effectiveness, and dealership enterprise success.
• Analyzing enterprise-level dealership decision-making using integrated financial, operational, and compliance data to support executive leadership and strategic planning.
• Applying ethical leadership principles and governance practices to dealership enterprise decision-making to ensure responsible management and regulatory compliance.
• Applying analytics, enterprise reporting systems, and AI-enabled decision-support tools to evaluate dealership performance, forecasting scenarios, and strategic alternatives.
• Evaluating strategic risks and opportunities affecting dealership enterprise performance, including market changes, technological innovation, and evolving automotive retail models.
• Developing enterprise-level recommendations that integrate financial performance analysis, risk management, and leadership strategy to support long-term dealership growth and sustainability.

ACQUIRED SKILLS

• Analyze dealership financial statements, including income statements, balance sheets, and departmental performance reports
• Evaluate enterprise-wide dealership profitability and operational performance drivers
• Apply forecasting and budgeting techniques to support dealership planning and decision-making
• Assess operational, financial, and regulatory risks affecting dealership performance
• Develop strategic plans aligned with dealership financial and operational goals
• Evaluate leadership approaches that support organizational effectiveness and employee performance
• Analyze interdependencies among sales, finance, fixed operations, and administrative departments
• Interpret key performance indicators (KPIs) used in dealership executive decision-making
• Apply data analytics and AI-enabled tools to support forecasting and enterprise decision-making
• Develop executive-level recommendations that support dealership growth, profitability, and risk management