Aftermarket Management Course Descriptions

AAM 105: The Automotive Aftermarket, 2 credits

The functions of each step of automotive aftermarket distribution and interrelations of all segments from manufacturer to consumer are explored, including history of the aftermarket, industry terminology, channels of distribution, sales organization, trade associations and the trade press, and aftermarket trends.

Goals and Objectives
Upon completion of this course, students will:

1. Be introduced to industry history, its background and working terminology. 
2. Understand the present industry makeup and structure. 
3. Be exposed to the channels of distribution within the aftermarket. 
4. Understand the importance of programmed distribution as well as its functions and purpose. 
5. Be introduced to roles of the original equipment manufacturers and to the performance and specialty industry sectors. 
6. Understand how the trade associations and trade press fit within the aftermarket. 
7. Have been exposed to a variety of methods of instruction including case studies and industry guest speakers.

AAM 106: Automotive Technology for the Manager, 2 credits

A layman study of the various automotive systems that collectively construct the complete automobile, purposed to develop the well-informed automotive aftermarket manager.

Goals and Objectives
Upon completion of this course, students will:

1. Understand the function of an internal combustion engine and identify major components from camshaft to crankshaft. 
2. Know the difference between a carbureted and a fuel-injected engine. Identify key components. 
3. Be able to track the cooling system from the radiator through the engine and return, identifying key components. 
4. Understand how the ignition system works and name the component parts. 
5. Explore the theory of electricity, the battery and the charging system. 
6. Identify the difference between the drum/shoe and disc/caliper braking systems. 
7. Have a working knowledge of the transmission and drive train and name the major parts. 
8. Investigate the various suspension systems from springs to torsion bars and from shocks to struts. 
9. Examine the foundation of the automobile, the frame and the body and glass works it supports. 
10. Track sensors throughout the automobile and all of it systems and back to the main control center, the on-board computer.

AAM 110: Introduction to the Automotive Aftermarket and Technology, 4 credits

The functions of each step of automotive aftermarket distribution and interrelations of all segments from manufacturer to consumer are explored, including history of the aftermarket, industry terminology, channels of distribution, sales organization, trade associations and the trade press, and aftermarket trends.  A layman study of the various automotive systems that collectively construct the complete automobile, purposed to develop the well-informed automotive aftermarket manager.

Goals and Objectives
Upon completion of this course, students will:

1. Be introduced to industry history, its background and working terminology. 
2. Understand the present industry makeup and structure.  
3. Be exposed to the channels of distribution within the aftermarket.  
4. Understand the importance of programmed distribution as well as its functions and purpose.  
5. Be introduced to roles of the original equipment manufacturers and to the performance and specialty industry sectors.  
6. Understand how the trade associations and trade press fit within the aftermarket.  
7. Understand the function of an internal combustion engine and identify components of the fuel system, the ignition system and the cooling system.
8. Comprehend the function of a variety of systems including the suspension system, the brake system and the transmission and drive line.

AAM 112: Aftermarket Manufacturing Management, 4 credits

The management of aftermarket manufacturing functions is examined, including market planning, sales training and management, advertising, selecting and directing employees, establishing and controlling budgets, executive responsibilities, managing for profit, trade shows and clinics, market research, branding, remanufacturing, and manufacturer representative firms.

Goals and Objectives
By the end of this course, Northwood wants students to:

1. Understand the role of the manufacturer in the aftermarket. 
2. Understand the relationship of the original equipment and aftermarket segments as applicable to the manufacturer. 
3. Understand the structure and organization of a manufacturing firm. 
4. Understand key functions of the manufacturer including marketing and sales management, production management and planning and product branding. 
5. Have received industry information including profiles and annual reports of leading manufacturers. 
6. Have received presentations from industry speakers relative to their specific companies.

AAM 205: Automotive Retail/Wholesale Management, 4 credit hours

The organization, capitalization, layout, product lines, inventory control, purchasing, personnel, financial control and other management topics for the wholesale and retail segments of the automotive aftermarket are explored. Functions of consumer-oriented marketing are looked at for all segments. Includes retail attitude, pricing and promotion, retail/wholesale combinations, identity and store image, influence of aesthetics and design, purchasing procedures, employee hiring and personnel management, and merchandising and display. Prerequisite: AAM112

Goals and Objectives
Upon completion of this course, students will:

1. Understand the role of the auto parts wholesaler and retailer in the aftermarket. 
2. Be exposed to aftermarket retailing concepts including retail terminology, store design, merchandising, signage and display, advertising and sales promotion and marketing processes.  
3. Understand the history of auto parts retailing and the current conditions in the marketplace.    
4. Be exposed to various aftermarket distribution systems (two step/three step) as well as the value and importance of programmed distribution in the current market.  
5. Understand wholesale and retail operations including inventory control, purchasing, product line evaluation, sales promotion and outside sales functions,  
6. Study future trends in warehouse distribution including company owned stores and programmed distribution affiliations. 

AAM 212: Aftermarket Policies and Procedures, 4 credits

Sales strategy, research at all levels, administrative functions, legal angles, financial structure, credit and collections, government regulations, and other policy and procedure topics are examined. Includes computer and information systems, advertising management, marketing plans, inventory and credit control, specialty and machine shop procedures, standard policies and operating procedures, specialty market penetration, legal and government regulations, and computer-generated report use.
Prerequisite: AAM 205

Goals and Objectives
Upon completion of this course, students will:

1. Receive an overview of operating policies in an aftermarket firm. 
2. Apply concepts of financial control to the aftermarket, including:
3. Capital requirements
4. R.O.I requirements
5. Expense control
6. Inventory control
7. Purchasing
8. Operating budgets 
9. Statement analysis 
10. Credit and collections 
11. Core management 
12. Understand the role of information systems in an aftermarket distribution facility.

AAM 299: Internship, 4 credits

The Internship (400 hours of paid employment) is designed to provide the student with supervised on-the-job training. A contract between the college, student, and employer provides the groundwork. Objectives, evaluations, written log, and a study of the organization are designed to provide a realistic learning experience.
Prerequisite: Faculty approval

AAM 350: Supply Chain Management, 4 credits

This course will investigate the concepts in e-commerce, and the application of the value chain and how this is integrated into business-to-business commerce. The course will incorporate the internet as a tool of business and the effects of this on the value chain. The students will investigate the uses of e-commerce in terms of "pure" internet companies, as well as how traditional businesses can benefit from using the internet.
Prerequisite: MKT 345

Goals and Objectives
Upon completion of this course, students will:

1. Understand the basic concepts of Supply Chain Management
2.  Comprehend the planning and sourcing facets of Supply Chain Management
3. Understand the requirements of building and delivering products
4. Grasp the need for hi-tech coordination and communication
5. Comprehend the need for measuring performance
6. Identify the advantage of developing industry alliances
7. Appreciate the need for a company to achieve strategic and profitable objectives

AAM 360: Logistics and Supply Chain Management

This course focuses on management of the flow of products from raw materials sourcing and acquisition through delivery to the final user. Current topics include logistics and transportation planning, information technology, response based strategies, third party logistics, and relationship management. This course will discuss the role of logistics and distribution in the marketing process.

Goals and Objectives
Upon completion of this course, students will:

1. Be able to develop and manage a firm’s supply strategy as an integrated whole.
2. Collaborate with the organization’s IT division to develop a data management system that facilitates strategic supply planning.
3. Understand the effect of supply chain management on net profits.
4. Learn how firms design and manage their bases of supply to achieve strategic and profit objectives.
5. Identify the advantages of specific potential supply alliances.
6. Learn the importance of monitoring the firm’s supply chain environment.
7. Learn to think of creative solutions to supply chain problems and bottlenecks.

AAM 404: Aftermarket Field Sales Management, 4 credits

The examination of Field Sales Manager job activities. Subjects include selling skills, expense management, time management, merchandising/advertising plans, sales report writing/sales forecast plans, trade show management, and human resource skills.
Prerequisite: AAM 212

Goals and Objectives
By the end of this course, Northwood wants students to:

1. Understand the role of the Automotive Aftermarket Sales Manager and the scope of his or her responsibilities to the factory they represent and their clientele.  
2. Have studied selling skills that will prepare the manager to compete in the aftermarket arena from prospecting to closing the sale, handling objections, and making the presentation.  
3. Comprehend a discipline for developing effective travel plans with due respect for expense management and budgeting.  
4. Understand the need for the reporting function including marketing plans, sales reports, forecasting, and the part reporting plays in accountability.  
5. Have viewed merchandising/advertising from a different perspective relative to the management of co-op funds, developing sales promotions, and a media study of television versus radio versus newspapers.  
6. Comprehend the working side of automotive industry shows, conferences, and meetings - including everything from reserving the space, developing a theme, and planning the exhibit to constructing and manning the booth.  
7. Have studied the Sales Manager's responsibility to Human Resources from interviewing, hiring, and training to measurement of productivity and completion of annual personnel appraisals.  
8. Have acquired a wider perspective for the Direct Aftermarket Account, relative to the traditional, program, and National Account status and the policies and procedures they conform to. 

AAM 412: Current Issues in Global Aftermarket, 4 credits

A study of the current issues confronting the aftermarket with emphasis on the changing distribution channels and their effect on manufacturing, traditional and retail distribution, and how these changes will be managed in the multi-national business environment.
Prerequisite: AAM404

Goals and Objectives
By the end of this course, Northwood wants students to:

1. Understand the evolution of the global aftermarket
2. Be aware of an emerging global economy
3. Recognize the barriers of culture differences
4. Identify the major global aftermarket corporations
5. Understand the difficulties in foreign trade and exchange
6. Be familiar with international trade theories
7. Comprehend the requirements for entering foreign markets
8. Be aware of global marketing strategies
9. Understand the risk of international investments

AAM 413: Aftermarket Management Research, 4 credits

Individual research assignments and projects, based on the establishment of a new, student-selected aftermarket business, are required, with instructor guidance and supplementary material provided. Includes location and business type, advertising, merchandising and promotion, personnel requirements, pricing and inventory, building, design and layout, product and service selection and financial considerations.
Prerequisite: AAM 412

Goals and Objectives
By the end of this course, Northwood wants students to:

1. Prepare a mission statement and a business plan
2. Make a selection for the site of the business based on demographics and prepare a lease or purchase agreement with explanation of acquisition costs.
3. Prepare an organizational chart with job descriptions.
4. Prepare a wage or salary structure
5. Develop an inventory, listing product lines and suppliers
6. Prepare a complete advertising and promotion plan
7. Prepare financial reports to include:
   a. Balance Sheet
   b. Income Statement
   c. Detailed Operating Statement