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Putting profit before turnover

Putting profit before turnover

When: November 28, 2002
Where: Heritage Motor Centre, Gaydon

For decades, the retail motor industry was driven by the quest for turnover with the assumption profit would follow through economies of scale and the power of a retail brand.

In the 1990s came recognition of the importance of ROCE – return on capital employed. Bates Motor Group, which topped AM's first ROCE top 20, was sold to Inchcape for £23m.

Now, two groups of automotive specialists are ready to set out a challenging new formula as a basis for increasing the profits of dealer groups.

Come to AM's automotive forum to hear how astute financial management and a radical new approach to lean distribution can build profits for dealer groups as the retail motor industry braces itself for another era of turmoil.

There will be presentations from Grant Thornton Motor Retail and the International Car Distribution Programme which have worked together for more than a year. They are ready to challenge traditional motor retail thinking.

The day's programme:

08.30 – 09.30

Welcome – Stephen Briers, acting editor AM

Rob Golding – conference chairman: a City perspective of investment in motor retail groups and the likely returns

After ROCE…a fresh approach
THEMES: a decade of change – emerging trends since 1992 – different types of motor retail groups – importance of ROCE (return on capital employed) – the reason for a fresh approach.
Piers Trenear-Thomas, client service director, Grant Thornton Motor Retail

Capital Performance…an alternative
THEMES: what has influenced recent sales/purchases of groups – performance and capital measures – the alternative profit and loss account.
Paul Burrows, client service director, Grant Thornton Motor Retail

A dealer's perspective
Sean Gavin, finance director, Whites Group

Round-table discussion and coffee

Changing showrooms…a new frontier
THEMES: consolidation in motor retail – productivity changes in motor and other retail industries – the task ahead for the automotive sector
Piers Trenear-Thomas, Grant Thornton

Under pressure…sum of the parts
THEMES: brief review of parts and new car supply – pressure to change (block exemption etc) – trends in demand for servicing
Prof Dan Jones Cardiff Business School

A dealer's persective
Speaker to be confirmed

Panel – morning speakers and delegates' questions


A review of the morning – expectations of the afternoon session

In focus…keeping customers content
THEMES: satisfaction and dissatisfaction – retention and loyalty – current industry performance – customer fulfilment – ways to improve
John Kiff, director ICDP

Adding value..keeping it lean
THEMES: adding value, step by step – lean tools to eliminate waste, need for structured approach – measuring and planning critical elements – tools to apply to all parts of the business.
David Brunt, ICDP

Round table discussion and tea

In vision…seeking the ideal
THEMES: a vision of the ideal – lean dealers – customer account managers – better customer service from fewer people – why a new holistic approach is needed.
John Kiff, director, ICDP

A real example
Five minutes of photographs

Final Q&A
Afternoon speakers, joined by Dan Jones

Chairman's closing points


Now book your place

  • Tickets cost £195 + VAT each until November 8, 2002 and £249 + VAT each after November 8, 2002.

  • To book your place, please click here to print off a booking form (.pdf format). Fill it in and fax it back to the AM Events department on 01733 468346.

    Otherwise email for more information.

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