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Elements and Performance Criteria

1. Review business plan and business performance
   • Goals and key performance indicators (KPIs) specified in workplace business plan are analysed and relevance to operational area is assessed
   • Gaps and risks to achieving business goals and KPIs are identified
   • Risk management strategies to meet business goals and KPIs are identified and developed
   • Contingency plan to address possible areas of non-conformance with the plan is developed
2. Assist in developing, implementing and monitoring marketing and promotional strategies
   • Key business products or services are analysed to determine a suitable focus for marketing and promotional activities, according to the objectives of the business plan
   • Costs and benefits of using different distribution channels and providing different levels of customer service are analysed to determine the appropriate marketing mix
   • Agreed marketing and promotional strategies are agreed and implemented
   • Marketing activities are monitored and business performance is evaluated according to the objectives and targets of the business plan
3. Seek continuous improvement opportunities
   • Business development strategies are regularly reviewed with supervisor
   • Operational plans are reviewed to determine possible improvements to business
   • New ideas or activities are presented as a business case and discussed with line manager
   • Approval is sought from line manager before implementing new ideas and activities
4. Review business plan and business performance
   • Goals and key performance indicators (KPIs) specified in workplace business plan are analysed and relevance to operational area is assessed
   • Gaps and risks to achieving business goals and KPIs are identified
   • Risk management strategies to meet business goals and KPIs are identified and developed
   • Contingency plan to address possible areas of non-conformance with the plan is developed
5. Assist in developing, implementing and monitoring marketing and promotional strategies
   • Key business products or services are analysed to determine a suitable focus for marketing and promotional activities, according to the objectives of the business plan
   • Costs and benefits of using different distribution channels and providing different levels of customer service are analysed to determine the appropriate marketing mix
   • Agreed marketing and promotional strategies are agreed and implemented
   • Marketing activities are monitored and business performance is evaluated according to the objectives and targets of the business plan
6. Seek continuous improvement opportunities
   • Business development strategies are regularly reviewed with supervisor
   • Operational plans are reviewed to determine possible improvements to business
   • New ideas or activities are presented as a business case and discussed with line manager
   • Approval is sought from line manager before implementing new ideas and activities

Range Statement

This section specifies work environments and conditions that may affect performance. Essential operating conditions that may be present (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) are included. Bold italicised wording, if used in the performance criteria, is detailed below.

There is no Range of Conditions for this unit.

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Performance Evidence

Before competency can be determined, individuals must demonstrate they can perform the following according to the standards defined in this unit’s elements, performance criteria and foundation skills:

review the performance of an automotive workplace against its business plan over twelve months

analyse the effectiveness of the business marketing strategies against sales over twelve months

develop a strategy to improve business performance based on the above review and analysis.

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Knowledge Evidence

Individuals must be able to demonstrate knowledge of:

key features of a business plan, including:

purpose of business plan

types of business planning, including:

feasibility studies

strategic, operational, financial and marketing planning

setting short, medium and long-term goals and objectives

role of key performance indicators (KPIs) and targets

key components of financial statements, including:

cash flow

trends

areas of risk

principles and factors to consider in setting budgets, including:

setting targets and stretch targets

business profit margins

expenditure, including fixed and variable costs

calculating service and hourly rates

contingency and unplanned events

stock holding costs

rework components and costs

subcontracting costs

business development principles, and strategies for improving business performance, including:

stages in business development

basic marketing concepts and principles

promotional activities

ways to reduce costs and address budget deficits

report formats for preparing a business case, including financial analysis.

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