1) Forecast from “bottom up”, not top down, team memebrs must participate!

2) Begin with last 90 days of activity

3) Contact your mfg. for insight

4) Look at market & economic trends

5) Market share analysis, on target? Pump-ins vs. pump-outs?

6) Do transactional analysis (gross vs. benchmark KPIs, variable and fixed depts.)

7) Used to new ratio goal?

8) Future staffing needs?

9) Inventory needs?

10) Capital needs?

11) Expense structure vs. benchmarks?

12) Net to gross objective?

13) What are the action plans for each dept?

14) What “soft skill” leadership training is needed?