By Jim and Wendy Kirkpatrick, Chuck Udell

	Chuck Udell
Jim Kirkpatrick	Wendy Kirkpatrick

• The end is the beginning.
• Return on expectations (ROE) is the ultimate indicator of value.

This week, we will address how following the other three principles will further ensure that what you learn by attending SEMA Show seminars will make a difference in your company. The remaining principles are:

• Business partnership is necessary to bring about positive ROE.
• Value must be created before it can be demonstrated.
• A compelling chain of evidence demonstrates your bottom-line value.

Business Partnership Is Necessary to Bring About Positive Return on Expectations (ROE)

This third Kirkpatrick principle is all about actions that need to occur before and after formal training to produce the required ROE. A strong Level 3 application/execution plan is critical. Before training, business owners and managers must work with their team members in order to prepare them for training by identifying what success will look like, and designing an effort throughout the learning and performance processes to maximize results.  

Even more critical is the role of managers after training. They are the key people to reinforce newly learned knowledge and skills through support and accountability. The degree to which this reinforcement and coaching happens directly correlates to improved performance and positive outcomes.

Value Must Be Created Before It Can Be Demonstrated

Currently, many aftermarket companies are putting most of their resources into the part of the training process that produces the lowest level of business results (the actual training class). They are spending relatively little time on the pre-training and follow-up activities that translate into the positive behavior change, subsequent results and the return on expectations (ROE) that organizations seek.

To create ultimate value and ROE, strong attention must be given to post-training application activities. It is essential that managers stay involved and use their influence to ensure that critical, appropriate post-training behaviors occur. Without these, you will not see the results you are expecting.

A Compelling Chain of Evidence Demonstrates Your Bottom-Line Value 

Following the Kirkpatrick Foundational Principles and using the Kirkpatrick levels of training evaluation will create a chain of evidence showing the business value of the entire business partnership effort. This chain consists of quantitative and qualitative data that sequentially connect the four evaluation levels of the Kirkpatrick Model and show the ultimate contribution of learning and reinforcement to the business.

For more information about how to maximize the value of your training investments, register for free at kirkpatrickpartners.com, or e-mail Jim and Wendy Kirkpatrick at information@kirkpatrickpartners.com or Chuck Udell at chuckudell@msn.com. After registering, you will receive instant access to the online Resource Library containing more than 60 items, as well as a complimentary subscription to the weekly e-newsletter containing quick tips, current news and program discounts.

By SEMA Editors

	2014 SEMA Show attendees will have a chance to win a brand-new, fully equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.
	As part of the SEMA Cares build, a team of students from the Alex Xydias Center for Automotive Arts modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California.

Omix-ADA’s Off-Road Success Center (Booth #34000) at the 2014 SEMA Show in Las Vegas, November 4–7, will showcase two unique Jeeps: one built in support of SEMA Cares that will later be auctioned for charity, and the other to be used for a special giveaway promotion during the SEMA Show.

The SEMA Cares Jeep is designed to raise awareness for SEMA Cares’ charitable efforts within the automotive aftermarket. The SEMA Cares Jeep was bought using funds from Omix-ADA’s 2013 SEMA Cares donation and was customized through a collaboration between Omix-ADA and the Alex Xydias Center for Automotive Arts.

As part of the build, a team of students from the school modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California, using parts from a number of donor companies—including Rugged Ridge’s Exploration Package—to make a one-of-a-kind 4x4.

The Exploration restyling package—one of Omix-ADA’s 10 pre-loaded kits—features appearance products ranging from floor and cargo liners, grab handles and hood catches to more hardcore parts, including uprated tire carriers, bumper accessories, even recovery winch gear, suspension and tires.

“It’s great that we can bring more awareness to SEMA Cares because they play an instrumental role in actively involving and engaging future generations in our industry, which is one of the things we teach at Off-Road Success Center,” said Henk Van Dongen, marketing director at Omix-ADA. “The Jeep we designed was a perfect way to get people excited about SEMA Cares and the off-road hobby.

While on display throughout the four-day show, the Jeep will be signed by automotive personalities, VIPs and celebrities in attendance. In early 2015, the Jeep will then make its way to auction where all proceeds from its sale will be split between three charities: The Alex Xydias Center for Automotive Arts, Childhelp and Victory Junction.

The SEMA Cares Committee was established by SEMA’s Board of Directors in 2007 and strives to make a positive difference through outreach programs and various fundraising efforts. SEMA Cares makes its mission to foster industry leadership by supporting the education of students pursuing careers in the automotive aftermarket.

Giveaway Promotional Jeep Contest

Over the course of three days (November 4–6), 2014 SEMA Show attendees will also have a chance to win a brand-new, fully-equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.

The winning Jeep will be outfitted with Rugged Ridge’s new Summit restyling package, which includes the company’s XHD Modular Bumper, grille inserts and an upgraded rear tire carrier.

Forty semi-finalists will be selected over three days and given a key for a chance at starting and driving away with the one-of-a-kind Jeep, Thursday, November 6, at the Off-Road Success Center.

Returning for its third year at the SEMA Show, the Off-Road Success Center provides a forum for business owners and decision makers within the Jeep and off-road market to freely exchange ideas, learn new concepts for success and network with other industry professionals.

By SEMA Editors

	2014 SEMA Show attendees will have a chance to win a brand-new, fully equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.
	As part of the SEMA Cares build, a team of students from the Alex Xydias Center for Automotive Arts modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California.

Omix-ADA’s Off-Road Success Center (Booth #34000) at the 2014 SEMA Show in Las Vegas, November 4–7, will showcase two unique Jeeps: one built in support of SEMA Cares that will later be auctioned for charity, and the other to be used for a special giveaway promotion during the SEMA Show.

The SEMA Cares Jeep is designed to raise awareness for SEMA Cares’ charitable efforts within the automotive aftermarket. The SEMA Cares Jeep was bought using funds from Omix-ADA’s 2013 SEMA Cares donation and was customized through a collaboration between Omix-ADA and the Alex Xydias Center for Automotive Arts.

As part of the build, a team of students from the school modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California, using parts from a number of donor companies—including Rugged Ridge’s Exploration Package—to make a one-of-a-kind 4x4.

The Exploration restyling package—one of Omix-ADA’s 10 pre-loaded kits—features appearance products ranging from floor and cargo liners, grab handles and hood catches to more hardcore parts, including uprated tire carriers, bumper accessories, even recovery winch gear, suspension and tires.

“It’s great that we can bring more awareness to SEMA Cares because they play an instrumental role in actively involving and engaging future generations in our industry, which is one of the things we teach at Off-Road Success Center,” said Henk Van Dongen, marketing director at Omix-ADA. “The Jeep we designed was a perfect way to get people excited about SEMA Cares and the off-road hobby.

While on display throughout the four-day show, the Jeep will be signed by automotive personalities, VIPs and celebrities in attendance. In early 2015, the Jeep will then make its way to auction where all proceeds from its sale will be split between three charities: The Alex Xydias Center for Automotive Arts, Childhelp and Victory Junction.

The SEMA Cares Committee was established by SEMA’s Board of Directors in 2007 and strives to make a positive difference through outreach programs and various fundraising efforts. SEMA Cares makes its mission to foster industry leadership by supporting the education of students pursuing careers in the automotive aftermarket.

Giveaway Promotional Jeep Contest

Over the course of three days (November 4–6), 2014 SEMA Show attendees will also have a chance to win a brand-new, fully-equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.

The winning Jeep will be outfitted with Rugged Ridge’s new Summit restyling package, which includes the company’s XHD Modular Bumper, grille inserts and an upgraded rear tire carrier.

Forty semi-finalists will be selected over three days and given a key for a chance at starting and driving away with the one-of-a-kind Jeep, Thursday, November 6, at the Off-Road Success Center.

Returning for its third year at the SEMA Show, the Off-Road Success Center provides a forum for business owners and decision makers within the Jeep and off-road market to freely exchange ideas, learn new concepts for success and network with other industry professionals.

By SEMA Editors

	2014 SEMA Show attendees will have a chance to win a brand-new, fully equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.
	As part of the SEMA Cares build, a team of students from the Alex Xydias Center for Automotive Arts modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California.

Omix-ADA’s Off-Road Success Center (Booth #34000) at the 2014 SEMA Show in Las Vegas, November 4–7, will showcase two unique Jeeps: one built in support of SEMA Cares that will later be auctioned for charity, and the other to be used for a special giveaway promotion during the SEMA Show.

The SEMA Cares Jeep is designed to raise awareness for SEMA Cares’ charitable efforts within the automotive aftermarket. The SEMA Cares Jeep was bought using funds from Omix-ADA’s 2013 SEMA Cares donation and was customized through a collaboration between Omix-ADA and the Alex Xydias Center for Automotive Arts.

As part of the build, a team of students from the school modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California, using parts from a number of donor companies—including Rugged Ridge’s Exploration Package—to make a one-of-a-kind 4x4.

The Exploration restyling package—one of Omix-ADA’s 10 pre-loaded kits—features appearance products ranging from floor and cargo liners, grab handles and hood catches to more hardcore parts, including uprated tire carriers, bumper accessories, even recovery winch gear, suspension and tires.

“It’s great that we can bring more awareness to SEMA Cares because they play an instrumental role in actively involving and engaging future generations in our industry, which is one of the things we teach at Off-Road Success Center,” said Henk Van Dongen, marketing director at Omix-ADA. “The Jeep we designed was a perfect way to get people excited about SEMA Cares and the off-road hobby.

While on display throughout the four-day show, the Jeep will be signed by automotive personalities, VIPs and celebrities in attendance. In early 2015, the Jeep will then make its way to auction where all proceeds from its sale will be split between three charities: The Alex Xydias Center for Automotive Arts, Childhelp and Victory Junction.

The SEMA Cares Committee was established by SEMA’s Board of Directors in 2007 and strives to make a positive difference through outreach programs and various fundraising efforts. SEMA Cares makes its mission to foster industry leadership by supporting the education of students pursuing careers in the automotive aftermarket.

Giveaway Promotional Jeep Contest

Over the course of three days (November 4–6), 2014 SEMA Show attendees will also have a chance to win a brand-new, fully-equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.

The winning Jeep will be outfitted with Rugged Ridge’s new Summit restyling package, which includes the company’s XHD Modular Bumper, grille inserts and an upgraded rear tire carrier.

Forty semi-finalists will be selected over three days and given a key for a chance at starting and driving away with the one-of-a-kind Jeep, Thursday, November 6, at the Off-Road Success Center.

Returning for its third year at the SEMA Show, the Off-Road Success Center provides a forum for business owners and decision makers within the Jeep and off-road market to freely exchange ideas, learn new concepts for success and network with other industry professionals.

By SEMA Editors

	2014 SEMA Show attendees will have a chance to win a brand-new, fully equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.
	As part of the SEMA Cares build, a team of students from the Alex Xydias Center for Automotive Arts modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California.

Omix-ADA’s Off-Road Success Center (Booth #34000) at the 2014 SEMA Show in Las Vegas, November 4–7, will showcase two unique Jeeps: one built in support of SEMA Cares that will later be auctioned for charity, and the other to be used for a special giveaway promotion during the SEMA Show.

The SEMA Cares Jeep is designed to raise awareness for SEMA Cares’ charitable efforts within the automotive aftermarket. The SEMA Cares Jeep was bought using funds from Omix-ADA’s 2013 SEMA Cares donation and was customized through a collaboration between Omix-ADA and the Alex Xydias Center for Automotive Arts.

As part of the build, a team of students from the school modified a standard four-door Jeep Wrangler JK Sport at the new SEMA Garage in Diamond Bar, California, using parts from a number of donor companies—including Rugged Ridge’s Exploration Package—to make a one-of-a-kind 4x4.

The Exploration restyling package—one of Omix-ADA’s 10 pre-loaded kits—features appearance products ranging from floor and cargo liners, grab handles and hood catches to more hardcore parts, including uprated tire carriers, bumper accessories, even recovery winch gear, suspension and tires.

“It’s great that we can bring more awareness to SEMA Cares because they play an instrumental role in actively involving and engaging future generations in our industry, which is one of the things we teach at Off-Road Success Center,” said Henk Van Dongen, marketing director at Omix-ADA. “The Jeep we designed was a perfect way to get people excited about SEMA Cares and the off-road hobby.

While on display throughout the four-day show, the Jeep will be signed by automotive personalities, VIPs and celebrities in attendance. In early 2015, the Jeep will then make its way to auction where all proceeds from its sale will be split between three charities: The Alex Xydias Center for Automotive Arts, Childhelp and Victory Junction.

The SEMA Cares Committee was established by SEMA’s Board of Directors in 2007 and strives to make a positive difference through outreach programs and various fundraising efforts. SEMA Cares makes its mission to foster industry leadership by supporting the education of students pursuing careers in the automotive aftermarket.

Giveaway Promotional Jeep Contest

Over the course of three days (November 4–6), 2014 SEMA Show attendees will also have a chance to win a brand-new, fully-equipped Anvil Blue ’14 Jeep Wrangler Unlimited when they visit Omix-ADA’s Off-Road Success Center.

The winning Jeep will be outfitted with Rugged Ridge’s new Summit restyling package, which includes the company’s XHD Modular Bumper, grille inserts and an upgraded rear tire carrier.

Forty semi-finalists will be selected over three days and given a key for a chance at starting and driving away with the one-of-a-kind Jeep, Thursday, November 6, at the Off-Road Success Center.

Returning for its third year at the SEMA Show, the Off-Road Success Center provides a forum for business owners and decision makers within the Jeep and off-road market to freely exchange ideas, learn new concepts for success and network with other industry professionals.