1. The Power of Twenty Presented By: Chuck Bonanno National Director of Twenty Groups TXIADA Annual Convention Monday, July 24, 2017

2. What Is A Twenty Group? Twenty Groups Began in 1946
Consisted of 20 Midwest Ford Dealers
Chris Leedom Began Independent Dealers Program in 1995 at NCM
NIADA Acquired The Program in December of 2015
Definition: Group of Similar Non-Competing Dealers with respect to size, experience, business model scope & focus. The Group meets 3 times per year to review results, share ideas, offer each other advice and ultimately improve everyone's business. These groups are created as “clubs” where the membership determine meeting sites, dates, agenda topics and are responsible for finding prospective members to fill the group.

3. Why Should A Dealer Join?
No Better Educational Program Available
Creation of Your Board of Directors
Achieve Success…..Regardless of Your Definition
Compare Your results to Group Averages and Industry Benchmarks
Share Ideas
Review Products & Services
Moderators Are Industry Experts – Trainers & Consultants
Online Forums & Discussion Groups
Monthly Composite
Industry Event Special Invitations & Discounts

4. When Should A Dealer Join?
My Favorite Question
Objections:
I Can’t Get Away
I Can’t Afford It
I Can’t Report
Maybe Next Meeting
This Is An Opportunity For You To Work ON Your Business Not IN It!!
“Training Doesn’t Cost…..It Pays!”

5. Costs of Membership Monthly Membership Dues:
$330 Per Month, Billed Quarterly or $3,960 Annual Investment
Travel:
3 Meetings Per Year: Transportation To & From Meeting Site plus Personal Accommodations
Pro Rate Expenses:
Moderator expenses, Meeting Facility expense, All catering Including Meeting Room meals and Group Functions, Plus Meeting Materials, AV Expenses

6. Twenty Group Sample Agenda Topics
Dealership Pay Plans, Bonuses, Commissions & SPIFFS
Website Reviews
Marketing Plans & Advertising
Compliance
Forecasts & Budgeting
Growing Sales & Gross Profit
Expense Control
Homework Assignments & Studies
Composite
Best Idea Contests

7. Best Ideas Reinsurance Companies – Warranties & CPI
BDC’s – One Person or Entire Staff
Services Like Podium or Everquote
Social Media Advertising Strategy
Online Parts Buying: Car Buying
Online Application/Buying Process
Predictive Scoring Models
Budgeting/Forecasting Tools
P & P Manuals/Employee Handbooks

8. Twenty Group Composite
The Most Powerful Reason To Join
Monthly Financial Results Including P & L, Balance Sheet & Cash Flows
Group Averages & Benchmarks
Quantify Your Results & Compare
Year Over Year Analysis
Trend Analysis
Composite Review & Study EVERY Meeting
Tool Used To Create Change Between Meetings

9. The Power Of Benchmark Performance - BHPH
Gross Profit Per Unit Sold – Average $5, Benchmark $5,700
$500 Per Unit units per month = $750K in just 5 Years
O/H Per Unit Sold – Average $3, Benchmark $3,000
$500 Per Unit units per month = $750K in just 5 Years
Avg. # of Charge Offs Per Month – Average 3.00% Benchmark 2.50%
Typical 1,000 Accounts = 5 fewer Charge offs at $6,000 or $1.8 Mil in just 5 Years

10. The Power Of Benchmark Performance - Retail
F/E Gross Profit Per Unit Sold – Average $1, Benchmark $2,100
$500 Per Unit units per month = $750K in just 5 Years
B/E Gross Profit Per Unit Sold – Average $ Benchmark $1,200
$700 Per Unit units per month = $1.0 mil in just 5 Years
O/H Per Unit Sold – Average $3, Benchmark $2,700
$500 Per Unit units per month = $750K in just 5 Years

11. Power of Twenty Review Your Board of Directors
19 Other Views and Experiences
19 New Ideas Each & Every Meeting
Candid Product & Services Reviews
Candid Assessment of Your Business
Action Plan To Succeed
19 Dealerships To Visit & 19 Dealers To Call For Advice
Guidance From Your Group Moderator
Friends For Life

12. Thank You For Your Participation
Open Forum……
Thank You For Your Participation