Master GM Program  ·  Full Currículo

12 Meses.
Cada Módulo.
Sin Atajos.

Cada tema cubierto, cada entregable requerido, cada KPI por el que serás evaluado — desglosado mes a mes. Esto es exactamente para lo que te estás inscribiendo.

Este programa te convertirá en un operador significativamente mejor incluso si nunca ocupas el puesto de GM. La profundidad de comprensión que construyes en los cuatro departamentos cambia cómo diriges tu rol actual — permanentemente.

12Modules
4Quarters
48Entregas mensuales
80%Calificación mínima — cada prueba
3Capstones trimestrales
Referencia:
KPI rastreado
Requisito obligatorio
Requisito para aprobar
Haz clic en cualquier módulo para expandir
Q1
Trimestre Uno
Arquitectura Financiera y Fundación Operativa
Meses 1 – 3  ·  Requisito antes del T2
A GM cannot manage what they cannot measure. No student advances to Q2 without demonstrating financial statement literacy on their actual store's numbers. This quarter levels the field.
01Month 1
Trimestre 1  ·  Arquitectura Financiera
Geografía del Estado de Resultados y Análisis de Flujo de Caja
Leer el estado no es lo mismo que entenderlo
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Temas Cubiertos
  • Anatomy of the DMS financial statement — every line, what it means, what it hides
  • Gross profit vs net profit vs operating profit — the distinctions that matter
  • Fixed absorption rate: calculation, target bands (90–110%), and what destroys it
  • Frozen capital identification: aged receivables, CIT bottlenecks, factory holdbacks
  • Cash conversion: when profit shows on paper but cash isn't in the account
  • Leakage detection: the 8 most common margin compression points by department
KPIs Rastreados Este Mes
Fixed absorption rate Cash conversion cycle Frozen capital $ Margin compression by dept
Entregables Requeridos
  • Pre-examenP&L literacy baseline — 15–20 questions, diagnostic only, no gate
  • Video4–6 recorded lessons + downloadable PDF companion guides
  • QuizModule quiz after each lesson cluster — 80% required to unlock next lesson
  • EnviarFinancial statement PDF — annotate store's actual statement: absorption rate + top 3 leakage areas identified
  • Post-examen20 questions — 80% minimum required to advance
  • Comprometer30-day operating change: implement weekly financial review meeting with one department manager
Requisito obligatorio:  Financial statement submission required before post-test unlocks
02Month 2
Trimestre 1  ·  Arquitectura Financiera
Gobernanza de Gastos y Control del Stack Tecnológico
Donde el dinero desaparece antes de que lo veas
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Temas Cubiertos
  • Personnel expense as % of gross — calculated separately for every department
  • Vendor bloat audit: CRM, DMS, digital marketing, and reputation management tools
  • Technology stack governance: adoption metrics, process ownership, what implementation actually means
  • Semi-fixed vs truly fixed expense — the distinction that controls budget flexibility
  • Building a weekly expense tracking dashboard in Excel or Google Sheets
KPIs Rastreados Este Mes
Personnel expense % Vendor ROI tracking Expense-to-gross ratio
Entregables Requeridos
  • Pre-examenExpense categorization baseline — diagnostic, no gate
  • VideoRecorded lessons + PDF companion guides
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: categorize all expense lines into 5 categories, flag top 3 reduction opportunities with specific reasoning
  • EnviarCSI baseline: any available factory scores submitted — awareness building, no formal analysis required yet
  • Post-examen80% minimum to advance
  • ComprometerAudit one vendor contract — confirm ROI or flag for elimination
Requisito obligatorio:  Financial statement + CSI submission required before post-test unlocks
03Month 3
Trimestre 1  ·  Arquitectura Financiera
Capital de Trabajo, Disciplina de Piso de Inventario y Proyecciones
Manejar el concesionario como un banco, no como un lote
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Temas Cubiertos
  • Working capital calculation and healthy ratio benchmarks by store size
  • Floorplan expense management: curtailments, flooring assistance credits, turn-to-earn impact
  • 90-day cash flow forecast model built using a downloadable spreadsheet template
  • Interest rate sensitivity: how rate movements affect floorplan cost and net profit
  • Q1 Capstone: defend the store's financial position and 90-day improvement plan
KPIs Rastreados Este Mes
Working capital ratio Floorplan expense % 90-day cash forecast
Entregables Requeridos
  • Pre-examenWorking capital and floorplan fundamentals — diagnostic, no gate
  • VideoLessons + 90-day cash flow forecast spreadsheet template
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: working capital ratio calculated, negative trends flagged vs prior month
  • EnviarFirst full CSI submission: all available factory scores with written priority analysis
  • Post-examen80% minimum to advance
  • CapstoneQ1 Capstone: written 90-day financial improvement plan — 3 specific measurable targets with actions and dates
Requisito Capstone T1:  Must be submitted and reviewed before Q2 unlocks
Q2
Trimestre Dos
Dominio de Operaciones Fijas
Meses 4 – 6  ·  Requisito antes del T3
Elite fixed ops isn't about keeping the lane busy — it's about engineering throughput, protecting margin, and building a department that funds the rest of the store. Whether you're a service director who's never seen a variable P&L or a GSM who's never truly understood what happens behind the write-up desk, this quarter makes you dangerous on both sides of the building.
04Month 4
Trimestre 2  ·  Operaciones Fijas
Eficiencia del Carril de Servicio, ELR y Sistemas de Comportamiento del Asesor
Los metros cuadrados más rentables del edificio
+
Temas Cubiertos
  • Effective Labor Rate (ELR) vs posted rate — why they diverge and how to close the gap
  • Hours per repair order (HPRO): calculating, benchmarking, and moving the number
  • Technician efficiency vs productivity vs proficiency — three numbers, three different conversations
  • Advisor behavior systems: menu presentation, declined services tracking, follow-up cadence
  • Scheduling and capacity planning: matching appointment volume to actual flat-rate capacity
  • CSI in service: how specific advisor behaviors map to specific survey score outcomes
KPIs Rastreados Este Mes
ELR HPRO Tech efficiency % Tech productivity % Declined services % Service CSI
Entregables Requeridos
  • Pre-examenELR and fixed ops metrics baseline — diagnostic, no gate
  • VideoRecorded lessons + PDF companion guides
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: ELR calculated, HPRO pulled, service gross % identified
  • EnviarFactory service CSI scores with advisor-level breakdown and written analysis
  • Post-examen80% minimum to advance
  • ComprometerImplement daily 10-minute service advisor huddle — submit notes from 4 consecutive days
Requisito obligatorio:  Financial statement + CSI submission both required before post-test unlocks
05Month 5
Trimestre 2  ·  Operaciones Fijas
Rentabilidad de Partes, Precios por Matriz y Control de Obsolescencia
El departamento que la mayoría de los GMs heredan y nunca entienden
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Temas Cubiertos
  • Parts gross return on investment (GROI) — calculation, benchmark targets, and what moves it
  • Matrix pricing: building a wholesale-to-retail markup structure without killing external sales
  • First-time fill rate: what it costs the store every time a part isn't in stock
  • Obsolescence: identifying, aging strategy, OEM return programs, write-off discipline
  • Parts-to-labor ratio as a department health metric — what a healthy number looks like
KPIs Rastreados Este Mes
Parts GROI First-time fill rate Obsolescence $ Parts-to-labor ratio
Entregables Requeridos
  • Pre-examenParts department fundamentals — diagnostic, no gate
  • VideoRecorded lessons + PDF companion guides
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: parts gross %, GROI calculated, obsolescence balance flagged
  • EnviarService CSI: Month 4 vs Month 5 trend — what changed and the specific cause
  • Post-examen80% minimum to advance
  • ComprometerRun parts aging report — initiate documented action on top 20 obsolete SKUs by dollar value
Requisito obligatorio:  Financial statement + CSI trend submission required before post-test unlocks
06Month 6
Trimestre 2  ·  Operaciones Fijas
Recuperación de Garantías, Diseño de Planes de Pago y Cadencia de Liderazgo
El dinero que la mayoría de los concesionarios dejan en el bolsillo del fabricante
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Temas Cubiertos
  • OEM warranty reimbursement: legally securing retail labor rates and parts markup on warranty claims
  • Service advisor pay plan architecture: what each comp component drives vs kills
  • Technician pay plans: flat rate vs hourly, productivity bonuses, and the retention math
  • Fixed ops leadership cadence: daily lane walk, weekly service meeting, monthly review template
  • Q2 Capstone: full fixed ops audit with 90-day improvement plan
KPIs Rastreados Este Mes
Warranty reimbursement rate Advisor comp alignment Fixed absorption % Service CSI trend
Entregables Requeridos
  • Pre-examenWarranty reimbursement and pay plan fundamentals — diagnostic, no gate
  • VideoLessons + pay plan design template
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: warranty vs customer pay labor ratio, reimbursement opportunity calculated
  • Enviar3-month service CSI trend with written narrative — what moved and what caused it
  • Post-examen80% minimum to advance
  • CapstoneQ2 Capstone: full fixed ops audit — ELR, HPRO, absorption, parts GROI, + 90-day plan scored by reviewer
Requisito Capstone T2:  Must be submitted and reviewed before Q3 unlocks
Q3
Trimestre Tres
Operaciones Variables y Velocidad de Inventario
Meses 7 – 9  ·  Requisito antes del T4
Las operaciones variables son donde la mayoría de los aspirantes a GM creen que ya viven. Este trimestre los mueve de "sé cómo vender autos" a "sé cómo diseñar una máquina de operaciones variables".
07Month 7
Trimestre 3  ·  Operaciones Variables
Estrategia de Vehículos Nuevos, Asignación OEM e Ingeniería de Planes de Ventas
Trabajar la relación con el fabricante como negocio, no como franquicia
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Temas Cubiertos
  • OEM turn-and-earn allocation algorithms: how allocation is calculated and how to optimize it legally
  • New vehicle mix strategy: balancing OEM pressure vs local demand reality
  • EV and hybrid inventory in a normalized market — when to push, hold, or wholesale
  • Sales pay plan engineering: volume vs gross vs CSI — designing comp that drives all three simultaneously
  • New car CSI: the specific touchpoints that move factory scores vs the ones operators think matter but don't
KPIs Rastreados Este Mes
Days supply by model Front-end gross per unit OEM allocation factors New vehicle delivery CSI
Entregables Requeridos
  • Pre-examenOEM allocation and new car strategy fundamentals — diagnostic, no gate
  • VideoLessons + inventory analysis spreadsheet template
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: new car gross, days supply by model, floorplan expense %
  • EnviarFactory new vehicle delivery CSI with specific root cause analysis on lowest scoring question
  • Post-examen80% minimum to advance
  • ComprometerConduct weekly new car stocking discipline meeting — submit agenda and notes
Requisito obligatorio:  Financial statement + CSI submission required before post-test unlocks
08Month 8
Trimestre 3  ·  Operaciones Variables
Velocidad de Usados, Disciplina de Recondiccionamiento y Ejecución de Avalúos
El departamento donde la mayoría de aspirantes a GM creen que ya sobresalen
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Temas Cubiertos
  • Used car aging system: 0–30 / 31–45 / 46–60 / 61+ bucket strategy with specific pricing actions at each gate
  • Recon velocity: measuring and managing days-in-recon as a financial metric, not a workflow issue
  • Appraisal discipline: building a consistent process anchored to market comps, not gut feel
  • Pricing execution: sold comps (not live listings) — the 48–72 hour sold comp methodology
  • Wholesale vs retail decision framework: the exact criteria for when to cut a unit at auction
  • Acquisition strategy: sourcing beyond trade-ins — auctions, off-lease, digital buying platforms
KPIs Rastreados Este Mes
Avg days to retail Used gross per unit Recon cycle time Aging bucket distribution
Entregables Requeridos
  • Pre-examenUsed car operations fundamentals — diagnostic, no gate
  • VideoLessons + aging report template
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: used car gross, average days to retail, used-to-new ratio
  • EnviarUsed vehicle CSI or online reputation data with specific analysis
  • Post-examen80% minimum to advance
  • ComprometerAnnotated aging report — every unit past day 30 has a documented pricing decision with rationale
Requisito obligatorio:  Aging report + financial statement both required before post-test unlocks
09Month 9
Trimestre 3  ·  Operaciones Variables
Rendimiento de F&I, Sistemas de Penetración y Arquitectura de Cumplimiento
El departamento de mayor margen que la mayoría de aspirantes a GM nunca han gestionado
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Temas Cubiertos
  • F&I product penetration: VSC, GAP, maintenance — what drives each rate and what kills it
  • PVR (per vehicle retailed): calculating, benchmarking, and diagnosing underperformance
  • Menu presentation systems: structures that improve penetration without compliance risk
  • Compliance architecture: CFPB, FTC, rate caps, adverse action — what a GM is responsible for knowing
  • Fraud detection: synthetic identity, income misrepresentation, deal structuring red flags
KPIs Rastreados Este Mes
PVR VSC penetration % GAP penetration % Maintenance penetration % Compliance status
Entregables Requeridos
  • Pre-examenF&I and compliance fundamentals — diagnostic, no gate
  • VideoLessons + deal review framework
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: F&I gross, PVR calculated, product penetration rates vs benchmark
  • Enviar3-month all-survey CSI trend — one improved score identified with specific behavioral attribution
  • Post-examen80% minimum to advance
  • CapstoneQ3 Capstone: full variable ops audit — new car mix, used car aging, F&I penetration, compliance posture
Requisito Capstone T3:  Must be submitted and reviewed before Q4 unlocks
Q4
Trimestre Cuatro
Liderazgo, Sistemas de Personal y Preparación GM
Meses 10 – 12  ·  Certificación final
Este trimestre es donde el conocimiento se convierte en identidad operativa. Cada entregable es una herramienta activa — un scorecard de reclutamiento, un plan de compensación, una agenda de reuniones, un dashboard de KPIs. El capstone demuestra la preparación antes de que el estudiante reciba las llaves.
10Month 10
Trimestre 4  ·  Liderazgo
Sistemas de Capital Humano, Reclutamiento y Arquitectura de Planes de Pago
Construir un equipo que rinde sin supervisión constante
+
Temas Cubiertos
  • Recruiting systems: scorecard design, structured interview frameworks, sourcing beyond the industry
  • Pay plan architecture across all roles: what each comp component is designed to drive
  • Turnover economics: calculating the true cost of a single departure beyond the obvious numbers
  • Succession planning: identifying internal candidates, building development plans, timing transitions
  • Difficult conversations: performance coaching, PIPs, and clean terminations
  • HR compliance fundamentals: wage law, harassment, classification, and documentation
KPIs Rastreados Este Mes
Personnel expense % by dept Turnover rate by dept Succession readiness Comp alignment score
Entregables Requeridos
  • Pre-examenHuman capital and compensation fundamentals — diagnostic, no gate
  • VideoLessons + pay plan design template + recruiting scorecard template
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: personnel expense % by department flagged against benchmark
  • EnviarFactory CSI scores with written analysis connecting specific employee behaviors to outcomes
  • Post-examen80% minimum to advance
  • ComprometerImplement structured 1-on-1 cadence with 2 department managers — submit agenda and notes from first session with each
Requisito obligatorio:  Financial statement + CSI submission required before post-test unlocks
11Month 11
Trimestre 4  ·  Liderazgo
Sistema Operativo GM — La Cadencia de Gestión que Dirige el Concesionario
Cómo un GM dirige el martes a las 9am
+
Temas Cubiertos
  • Daily GM cadence: morning huddle structure, lane walk, desk check, closing review
  • Weekly manager meeting architecture: agenda format, KPI review order, accountability rhythm
  • Monthly boardroom review: how a GM presents the store to a dealer principal — the actual format
  • Scorecard design: store-wide KPI dashboard that every manager updates every week
  • Accountability architecture: escalation rules, documentation, coaching vs discipline line
  • Cross-department conflict management: where stores break at the seams between sales, fixed, and accounting
  • OEM relationship management: navigating factory expectations vs store economics without losing either
KPIs Rastreados Este Mes
Meeting cadence consistency Scorecard completion rate Month 1 vs Month 11 delta
Entregables Requeridos
  • Pre-examenManagement cadence and operating system baseline — diagnostic, no gate
  • VideoLessons + meeting agenda template + GM daily schedule template + KPI scorecard template
  • Quiz80% required per lesson cluster
  • EnviarFinancial statement: Month 11 vs Month 1 comparison with 12-month progress narrative
  • EnviarAll factory CSI scores with written correlation analysis to specific management behaviors
  • Post-examen80% minimum to advance
  • ComprometerRun full weekly manager meeting format for 4 consecutive weeks — submit complete meeting notes from each session
Requisito obligatorio:  4 weeks of meeting notes required alongside financial and CSI submissions
12Month 12
Trimestre 4  ·  Certificación Final
Capstone GM — Auditoría Completa, Plan de 90 Días y Certificación de Preparación
Demuestra que puedes dirigir el concesionario antes de que te entreguen las llaves
+
Temas Cubiertos
  • Full store audit: every department reviewed against 12 months of submitted financial statements
  • Dealership valuation basics: blue sky multiples and what makes a store worth more
  • 12-month forward forecast: revenue, gross, absorption, headcount — defended with stated assumptions
  • 90-day GM action plan: specific, measurable changes with named owners and deadlines
  • Capstone presentation: recorded video reviewed and scored by two program reviewers
  • CDO® — Certified Dealer Operator: issued on successful capstone and final exam completion
Requisitos de Certificación Final
Final exam 80%+ 12-month trend submitted Capstone scored 80%+ All 12 submissions complete
Entregables Requeridos
  • Examen Final40 questions across all 4 quarters — 80% minimum required before capstone unlocks
  • VideoCapstone preparation lessons + presentation framework
  • Enviar12-month financial trend: all departments, full trajectory in a single comparison document
  • Enviar12-month CSI trend across all factory surveys with behavioral attribution narrative
  • CapstoneRecorded video presentation: full store audit + 90-day forward plan — scored by two reviewers
Certificado de Preparación GM  issued on: dual reviewer 80%+ approval + final exam 80%+ + all 12 monthly submissions complete
Sin atajos:  Missing any monthly submission during the 12 months blocks certification regardless of final exam score

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