Session 1: Dealer Economics & Principles of Project Management

This session will provide an overview of the basic principles of project management both as a discipline within the dealership and as defined by the academic world. We will discuss a definition of project management, the roles and responsibilities within the dealership, and seven key project management concepts. We will explore different dealership organizational models for Project Managers and review job descriptions and best practices.

Our discussion on dealer economics will cover the four key causes of profit margin erosion. We will examine strategies for minimizing margin erosion and the Project Manager’s role in implementing them.

Learning Objectives

• An understanding of dealer economics
• 4 key causes of margin erosion
• Principles of project management
• Roles and responsibilities with the dealer
• 7 key project management concepts

Handouts

• Session Workbook
• Project Management Overview
• Key Concepts of Project Management
• Solomon Coyle Job Descriptions
• Project Management Knowledge Areas List
• Project Management Performance Overview
• Project Management Performance Standards
• Account Management Performance Standards

Session 2: Quote-to-Invoice Process

Session 2 will focus on the role of the dealer Project Manager in the Quote-to-Invoice Process. In Part One, we will discuss the three elements of the Sales Order Process—pre-order, order management and project close-out—with an emphasis on streamlining the process and dealer best practices. You will learn how the Project Manager can enhance the overall Sales Order Process.

In Part Two, we will focus on the Work Order Process and the role of the Project Manager. We will review the elements of the Work Order Process, from the service request to field communication. We will also discuss best practices and how an efficient process impacts project success.

Learning Objectives

• An understanding of the quote-to-invoice process
• Project Manager’s role and impact in the Sales Order Process
• Developing a service solution for the sale
• Best practices to prevent margin erosion
• Role of the Work Order Process in the dealership
• Importance and elements of the Work Order Process
• How the Work Order Process contributes to project success
• Best practices for efficiency

Handouts

• Session Workbook
• Quote to Invoice Process Outline
• Sales Order Process Overview
• Work Order Process Overview
• Sample Delivery Installation Quote Request
• Installation Bid Requirements
• Sample Installation Packet Cover Sheet
• Solomon Coyle Installation Estimating Workbook
• Project Management Knowledge Areas List
• Project Management Performance Overview
• Project Management Performance Standards
• Account Management Performance Standards

Exercise

Review your own Work Order Process using the Solomon Coyle review tool. Read Solomon Coyle Installation Estimating Workbook.

Session 3: Installation Estimating

Part One of our discussion will provide an overview of the installation estimating process and the importance of consistent and accurate estimates to dealer profitability. You will learn how the concept of estimating differs from pricing furniture product, general limitations of labor estimating, and the role of material handling and third parties in estimating. We will also discuss how the Solomon Coyle prototype estimating process differs from other estimating methods.

In Part Two, you will learn how to use the Solomon Coyle installation estimating methodology. We will discuss the prototype elements and review the estimating worksheet and how to use it. We will also review rules of thumb for adjustments for site, product and project conditions, different product line prototypes, casegood hours, non-phase hours and more.

Learning Objectives

• Importance of installation estimating
• Key problems encountered
• Role of material handling and third parties
• Efficiency and effectiveness factors
• Solomon Coyle estimating process
• How to apply the Solomon Coyle estimating process
• Estimating rules of thumb

Handouts

• Session Workbook
• Competitive Systems Comparison
• Two Complete Estimating Examples
• Estimating Worksheet

Exercise

Complete the installation estimating example using the materials provided.