Learning Without Scars provides comprehensive online learning programs for professionals starting with an individualized skills assessment. These assessments allow us to then create a personalized employee development program. From their assessed skills, the employee is asked to select from classes designed for their skill level, thus allowing them to address the gaps in their knowledge. Employees can move through four categories of progress: Developing, Beginning, Intermediate, and Advanced.

LWS: Parts Marketing WDC (ENG)

In this Basic Marketing class, we explore a broadly misunderstood sector of business. It is much more than mailings, promotions, and tradeshows. It is all of the aspects involved in influencing the customer to purchase your products or services.

Marketing is the science of choosing target markets through the use of market analysis and segmentation. This class exposes all aspects of marketing: Relationship Marketing, Business Marketing, Social Marketing and Internal Marketing. In Relationship Marketing, we focus on suppliers and customers, and the goal is to build loyalty. The Business Marketing is all aspects of the traditional marketing functions: advertising, promotion and communications. Social Marketing looks at everything that impacts society. For instance, the impact on the environment from the use of clean engine technology. Internal Marketing, is the broad communications to all employees of everything that we are doing in the business.

This program covers all the basics of marketing: from the four P’s to the more current addition of SIVA. We expose you to everything involved in basic marketing theory today. Without creating the environment where your product or service is understood, you make the job of selling much more difficult. This program aims to provide you with the tools to use to make selling more successful.

LWS: Parts Marketing (ENG)

In this Basic Marketing class, we explore a broadly misunderstood sector of business. It is much more than mailings, promotions, and tradeshows. It is all of the aspects involved in influencing the customer to purchase your products or services.

Marketing is the science of choosing target markets through the use of market analysis and segmentation. This class exposes all aspects of marketing: Relationship Marketing, Business Marketing, Social Marketing and Internal Marketing. In Relationship Marketing, we focus on suppliers and customers, and the goal is to build loyalty. The Business Marketing is all aspects of the traditional marketing functions: advertising, promotion and communications. Social Marketing looks at everything that impacts society. For instance, the impact on the environment from the use of clean engine technology. Internal Marketing, is the broad communications to all employees of everything that we are doing in the business.

This program covers all the basics of marketing: from the four P’s to the more current addition of SIVA. We expose you to everything involved in basic marketing theory today. Without creating the environment where your product or service is understood, you make the job of selling much more difficult. This program aims to provide you with the tools to use to make selling more successful.

LWS: Parts Market Strategy WDC (ENG)

The only way to position your parts business is to provide customers with something they value.  The fundamental principles of customer value are to offer something the customer wants and needs and to provide that offering better than your competition can.

This class provides methods and a road map to follow in developing a strategy. We identify three key strategies for enhancing customer value. Companies focus on being: Better – through the provision of superior quality and service. Faster – sensing and meeting changing customer requirements more quickly than others. Closer – creating durable linkages and even partnership with channel members and customers.

This program takes you more deeply into operational excellence offers customers good pricing as well as convenience and reliability. Then we examine product leadership which is the result of superior product performance. Finally, customer intimacy which utilizes “micro” marketing techniques. These strategies for providing customer value indicate the importance of the marketing focus in overall strategic planning. Customer value offers a way to gain strategic advantage over competitors and to differentiate the company’s products or services.

Communications is the critical element to successful implementation of a strategy for the parts business. The final emphasis of this class is to ensure that the strategy is effectively communicated to all employees so that they will be committed to executing the strategy.

LWS: Parts Market Strategy (ENG)

The only way to position your parts business is to provide customers with something they value.  The fundamental principles of customer value are to offer something the customer wants and needs and to provide that offering better than your competition can.

This class provides methods and a road map to follow in developing a strategy. We identify three key strategies for enhancing customer value. Companies focus on being: Better – through the provision of superior quality and service. Faster – sensing and meeting changing customer requirements more quickly than others. Closer – creating durable linkages and even partnership with channel members and customers.

This program takes you more deeply into operational excellence offers customers good pricing as well as convenience and reliability. Then we examine product leadership which is the result of superior product performance. Finally, customer intimacy which utilizes “micro” marketing techniques. These strategies for providing customer value indicate the importance of the marketing focus in overall strategic planning. Customer value offers a way to gain strategic advantage over competitors and to differentiate the company’s products or services.

Communications is the critical element to successful implementation of a strategy for the parts business. The final emphasis of this class is to ensure that the strategy is effectively communicated to all employees so that they will be committed to executing the strategy.

LWS: Parts Market Capture WDC (ENG)

The parts and service businesses within the construction equipment Industries has never had a precise method to calculate the share of the parts market for a specific brand. To some degree this has allowed the parts business to operate without a critical performance measure being in place.

This program married the market potential, that we cover in another class, with the actual sales for a dealership for a specific brand. The market potential model allows a dealer to calculate the potential consumption of parts on specific machines. That, together with the actual parts sales, allows a calculation to be done arithmetically that determines the percentage of a customer business obtained by a dealer.

This class provides a detailed methodology to calculate the share of the market the dealer obtains. This is the market capture rate that the dealer obtains in the parts business. Ideally, we would be able to perform this calculation by machine model. Unfortunately, we do not get the model and serial number for each parts sale.

Similarly, we touch on the “mean time to failure (MTF)” statistics provided by the OEM’s for their products. With territory potential, market capture we can drive market coverage methods which with the MTF the sales force can be targeting customer needs in a timely manner. This program covers all the details and methods required to perform the calculations required to measure market capture.

LWS: Parts Market Capture (ENG)

The parts and service businesses within the construction equipment Industries has never had a precise method to calculate the share of the parts market for a specific brand. To some degree this has allowed the parts business to operate without a critical performance measure being in place.

This program married the market potential, that we cover in another class, with the actual sales for a dealership for a specific brand. The market potential model allows a dealer to calculate the potential consumption of parts on specific machines. That, together with the actual parts sales, allows a calculation to be done arithmetically that determines the percentage of a customer business obtained by a dealer.

This class provides a detailed methodology to calculate the share of the market the dealer obtains. This is the market capture rate that the dealer obtains in the parts business. Ideally, we would be able to perform this calculation by machine model. Unfortunately, we do not get the model and serial number for each parts sale.

Similarly, we touch on the “mean time to failure (MTF)” statistics provided by the OEM’s for their products. With territory potential, market capture we can drive market coverage methods which with the MTF the sales force can be targeting customer needs in a timely manner. This program covers all the details and methods required to perform the calculations required to measure market capture.

LWS: Parts Making Money WDC (ENG)

With everything that goes on in a parts business it is easy to forget that we also have a responsibility to make money. We have to make money to be able to pay competitive wages to attract and retain talented employees. We have to make money to have available buildings and equipment that allows us to store the parts and have space for the people. We need to make money to be able to provide the most current equipment and training to provide effective and efficient labor.

This program provides you with the understanding of the costs of operating the parts business. It exposes you to the means and methods of how to make money. From understanding how the parts pricing systems work. How the prices are structured and the variables and how they are calculated. You will learn their effect on the gross profit. The approach used to derive the price point is based on sales activity, prices and the companies and products with which we must work and compete.

When selling parts, or processing orders, the employee needs to understand the impact that their work makes on the profitability of the department and in fact on the dealership as a while. This class provides all of that.

LWS: Parts Making Money (ENG)

With everything that goes on in a parts business it is easy to forget that we also have a responsibility to make money. We have to make money to be able to pay competitive wages to attract and retain talented employees. We have to make money to have available buildings and equipment that allows us to store the parts and have space for the people. We need to make money to be able to provide the most current equipment and training to provide effective and efficient labor.

This program provides you with the understanding of the costs of operating the parts business. It exposes you to the means and methods of how to make money. From understanding how the parts pricing systems work. How the prices are structured and the variables and how they are calculated. You will learn their effect on the gross profit. The approach used to derive the price point is based on sales activity, prices and the companies and products with which we must work and compete.

When selling parts, or processing orders, the employee needs to understand the impact that their work makes on the profitability of the department and in fact on the dealership as a while. This class provides all of that.

LWS: Parts Make It Matter WDC (ENG)

Everything that we do in the parts business has a profound impact on our customers, suppliers, coworkers and other stakeholders. There has to be a difference in what and how you do your work that is visible and obvious to everyone that you touch in the performance of your work.

You have to be able to answer two very simple questions. But, they are not that easy to answer. What do you do and what do you provide? Most of us will look at these questions and think it is obvious, it is self-evident. We supply parts. Pretty simple, isn’t it? The trouble with that is that anyone can do that. We have to make a difference. We have to make what we do “matter.”

In this class, we will explore who you are and what you bring to the organization and to the customer. We will explore how and why you make a difference. Each of us has to create our own brand. That is how we will differentiate ourselves and what we do from the crowd. We will explore serving people in the parts business, all that our work means to the market, and how we make a difference. These define how we make it matter.

LWS: Parts Make It Matter (ENG)

Everything that we do in the parts business has a profound impact on our customers, suppliers, coworkers and other stakeholders. There has to be a difference in what and how you do your work that is visible and obvious to everyone that you touch in the performance of your work.

You have to be able to answer two very simple questions. But, they are not that easy to answer. What do you do and what do you provide? Most of us will look at these questions and think it is obvious, it is self-evident. We supply parts. Pretty simple, isn’t it? The trouble with that is that anyone can do that. We have to make a difference. We have to make what we do “matter.”

In this class, we will explore who you are and what you bring to the organization and to the customer. We will explore how and why you make a difference. Each of us has to create our own brand. That is how we will differentiate ourselves and what we do from the crowd. We will explore serving people in the parts business, all that our work means to the market, and how we make a difference. These define how we make it matter.