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BTA Partners with XSCEND to Establish Dealership Performance Groups

24 Jul, 2006

BTA Partners with XSCEND to Establish Dealership Performance Groups

Kansas City, MO — The Business Technology Association (BTA) is answering numerous requests from office technology dealers by announcing plans to establish additional performance groups for its dealer members. The groups will provide dealers a forum to share ideas supported by benchmarks against which they can measure their success.

“Many dealers see the need for performance — or peer-to-peer — groups in our industry,” said 2006-07 National BTA President Dan Hayes. “We have added performance groups in recent years to our dealer member benefits and will continue to add more as new and established members’ business models evolve. These groups allow us to pool the collective experience of members to address opportunities for improvement in their business operations.”

BTA is partnering with Overland Park, Kansas-based XSCEND Performance Services in the establishment of the performance groups. XSCEND is a division of NCM Associates Inc., which founded the performance group concept in 1947. (Performance groups are different from buying groups, which pool the collective purchasing power of their members to obtain discounts from product vendors.)

Quarterly, BTA’s new performance group members will receive a comprehensive financial composite report that compares their dealerships with peer and group averages and XSCEND Benchmarks®. XSCEND has hired industry experienced moderators and is planning the first organizational meeting in the fourth quarter of 2006.

“The incredible pace of emerging technologies and their importance to the BTA member’s business world has made the performance group ‘a must’ for solutions providers,” said Dennis Hunter, past BTA president and conference moderator for XSCEND. “Members will compare performance indicators with their peers, review marketing plans and exchange product profitability programs along with additional business agenda items. Each performance group participant acts as a member of your ‘board of directors’ — providing knowledgeable input, feedback, follow-up and review. Member-determined agendas can also feature guest speakers addressing industry trends, etc.”

Performance groups are literally groups of an optimum number of dealers who have similar aspects to their business (size, product line, etc.), but are not in geographic competition. An XSCEND facilitator works with the group during the year where two to three off-site meetings are planned to discuss challenges and opportunities. “We feel the long history of NCM/XSCEND, coupled with an industry veteran moderator, will assist our dealers in benchmarking with target profit parameters,” said Hayes.

XSCEND is also the performance group facilitator for NARDA (North American Retail Dealers Association) and RSPA (Retail Solution Providers Association), along with several other associations, industries and trade groups. Since NCM Associate Inc. was established, it has worked with thousands of automotive dealers worldwide in their businesses, which includes performance group facilitation, boot camps and seminars, training and consulting, dealership valuations and mergers and acquisitions. The company is known for its Benchmark® program, which provides dealers with financial data that compares them to like dealership businesses in non-competitive geographic areas.

For more information about XSCEND or joining a performance group, contact Dennis Hunter at dhunter@xscend.com or (877) 497-2363 or Valerie McLaughlin, BTA membership marketing manager, at valerie@bta.org or (800) 505-2821.

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