What You Will Learn

Today’s customer expects that the in-store process will be an improvement over what they’ve traditionally experienced in the past and are looking for a less painful path to purchase. The floor manager's role is to deliver on those expectations and make it easy with seamless showroom interactions that meet the customer where they are in their buying journey.

  • Biz Dev 101

    Become a highly-effective leader by understanding the importance of a seamless transition from the BDC to Sales and the role you play in building and nurturing relationships that drive more traffic to the showroom.

  • Process Management

    Learn the components of an essential floor control process that identifies all floor leads, who handled them, what happened, and what the next steps are in guiding the customer through their buying journey.

  • Management Engagement

    Ditch the off-putting old-school closing tactics and adopt an innovative management engagement process that drives customer engagement and focuses on customer experience and accountability.

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Course Curriculum

  • 01


    • What is Business Development?

    • Business Development Purpose and Function

    • What's in it for the Floor Manager?

    • Floor Manager Role in Business Development

  • 02


    • Components of a Solid Floor Process

    • Floor Manager

    • Floor Opportunity Card

    • 45 Minute Follow-Up Window

    • Floor Management Engagement and Accountability

Meet Your Trainers

Instructor Bio:

Lawson Owen is the founder and Managing Partner at Proactive Dealer Solutions. He is a thought leader in lead and process management and has been inspiring management teams for over 20 years. Lawson has helped to implement over 4,000 business development centers throughout the US and Canada.

Lawson Owen

Managing Partner


"Everyone in my store has been certified in the program including, and most importantly, all my managers. Our team better understands lead and process management and how to measure our success better than ever before.” ~ PAT PRESTON, DEALER PRINCIPAL, PRESTON SUPERSTORE

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