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Question:
What do 82 People from Greenleaf Headquarters, Automotive Consumer Services
(ACSG) Finance, Ford Customer Service Division (FCSD), and our 19 business
units and 32 sites have in common?
Answer: All
82 are graduates of Managing for More® training and gained valuable
knowledge and analysis tools to improve sales, profits and customer
satisfaction across the entire Greenleaf organization in order to meet
our 2001 goals.
What is Managing for More® (M4M)?
M4M is designed to provide adjacencies
of Ford's Automotive Consumer Services Group (GreenLeaf, Collision Team
of America, Quik Fit, and others) with a disciplined approach to measure
and improve revenue profit and customer statisfaction.
Senior Management from the adjacencies
participated in M4M training during June of 2000. In July, Greenleaf
was selected as the first of the adjacencies to receive additional training
for headquartes and site personnel.
In order to develop training and training materials that matched the
needs of our business, the developer of Managing for More®, Greg
Winfield, and three of his associates spent several months visiting
sites and talking to employees about all facets of the automotive recycling
business.
Training Seminars
The first GreenLeaf M4M training
took place in November of 2000. A group of 22 employees was assembled.
This group was comprised of senior GreenLeaf managers, advisory board
members, and site personnel. They not only participated in M4M training,
but also helped refine the materials for use in the site management
training sessions.
The revised and focused training
program was then delivered to 60 GreenLeaf General Managers, Controllers,
and staff in two sessions over four days in January, 2001. Participants
in the San Antonio training attacked the sometimes complex training
materials, learned from each other, and developed new skills.
As a bonus those attending the San
Antonio sessions also enjoyed the stat of the art GreenLeaf Sequin and
some genuine Texas barbeque! Thanks to John Summney and hos team for
coordinating this event.
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Key Learning
Hopefully, the managers that attended
M4M training are still talking about:
- The "Advantaged
Business Model" that tells us we must focus on -
- "Attracting"
new customers by building the GreenLeaf brand promise
- "Converting"
prospects by delivering quality parts, "on time-as promised"
- "Fullfilling"
on our promise, exceeding customer expectations
- "Leverging"
relationships to drive repeat purchase loyalty
The five "Levers
of Profit" we must "pull" to increase profitability
- Price
- Volume
- Mix
- Cost/Expense
- Working Capital
The four "Rules
of Money"
• More
is better than less!
- Now is better
than later!
- Our pockets
are better thatn theirs!
- When in doubt,
spend someone els's!
The "Three
Q's of a Profit Culture"
- How are we doing
so far?
- How can we make
it better?
- What if?
"Performance
Management Excellence", a "culture" that requires -
Next Steps
Based on feedback from the San Antonio
sessions, GreenLeaf headquarters will develop presentations and training
materials and provide support so site management can cascade the key
learning of Managing for More® tp all memvers fo the GreenLeaf tean
early in 2001.
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