Outdoor Power Equipment

August 2017

Proudly serving the industry for which it was named for more than 50 years, Outdoor Power Equipment provides dealers who sell and service outdoor power equipment with valuable information to succeed in a competitive market.

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INDUSTRY NEWS www.outdoorpowerequipment.com OUTDOOR POWER EQUIPMENT AUGUST 2017 15 NEW — 30-MINUTE DEALER WORKSHOPS — FREE The Dealer Resource Center will be the location of a new series of 10 workshops (30 minutes apiece) for dealers throughout the three days of GIE+EXPO. These sessions will be presented by experts from the Bob Clements team, Equipment Dealers Association and United Equipment Dealers Association. WEDNESDAY, OCT. 18 2-2:30 p.m. Dealership Expense Control Ideas and Strategies Rex Collins, CPA, CVA, Principal at HBK CPAs & Consultants Dealership profitability is being squeezed tighter and tighter. This session will explore ways that successful dealers have used to reduce the expense structure to help ensure that they remain profitable...or increase existing profits. 4-4:30 p.m. How Profitable Dealers Establish Their Labor Rates Rex Collins, CPA, CVA, Principal at HBK CPAs & Consultants One of the keys to operating a profitable service department is properly establishing your labor rates. Join us as we discuss the steps that you should go through in setting your labor rate. THURSDAY, OCT. 19 10-10:30 a.m. Dealership Year-end Tax Planning Opportunities Rex Collins, CPA, CVA, Principal at HBK CPAs & Consultants With federal income tax rates of approximately 40 percent, your tax liability is a major expense that should be proactively managed by a professional with dealership taxation experience. During this session, we will discuss various tax provisions that impact dealers and their dealerships, so you can take full advantage of these provisions prior to the end of the year. We will also discuss the latest changes in tax laws. 11-11:30 a.m. So, Your Kids Want to Join Your Business Sara Hey, Bob Clements International Bringing family members into your dealership can be a good thing if handled correctly. In this short breakout, Sara Hey will share the three most common mistakes that business parents make when bringing their children into their business and answer questions on how to solve family business problems that already exist. 1-1:30 p.m. Understanding the Customer Journey to Online Purchase Tim Whitley, CEO of Team SI The modern customer journey includes key points of inspiration prior to buying a product or service (content marketing, social media, data and reputation management). Google analyzed millions of consumer interactions to show how different marketing channels affect online purchase decisions. What are the most important moments along the journey for your customers? With a detailed checklist, Tim Whitley will explain what your potential customers are doing before they even step into your storefront. 2-2:30 p.m. Positioning Your Dealership to Sell Bob Clements When it comes to putting a value on your dealership, there are key indicators potential buyers want to see that will help you get the top value. During this short breakout, Bob Clements will share the key indicators and answer questions on the best way to position your dealership to sell. FRIDAY, OCT. 20 10-10:30 a.m. Is It Time to Add a Second Location? Bob Clements As you consider expanding your dealership to a second location, there are specific pitfalls you want to be sure to avoid. During this short breakout session, Bob Clements will share his insight on the best way to move toward a second location and answer questions from dealers who are considering taking the chance. 11-11:30 a.m. Charting Your Digital Marketing Game Plan Bill Wagner, ARI Network Services With 2018 right around the corner, now is the ideal time to chart a goal-based digital marketing strategy for the year ahead. In this session, ARI's digital marketing expert will provide you with the tools you need to conduct a digital marketing self-audit, align your marketing strategies with your dealership goals, and create an easy-to-execute plan of action. 1-1:30 p.m. Visual Merchandising — the Most Essential of Retail Elements Jennifer Robison Visual merchandising is a big part of your growth strategy. Jennifer will address the four essential retail elements and how visual merchandising is a neglected element in most independent stores. 2-2:30 p.m. Is Your Attitude Killing Your Store's Vibe & Sales? Jennifer Robison Stores are measured on the energy and feeling that customers experience, as well as the environment, products and services. Jennifer will reveal how you and your staff might be giving the wrong impression/experience without realizing it. POWER-UP MORNING SESSIONS FOR DEALERS — FREE Before the show floor opens on Thursday and Friday, dealers will have the opportunity to start the day with valuable management tips from Bob Clements and his team in these free sessions. THURSDAY, OCT. 19 8-9 a.m. Coaching and Management Basics It isn't uncommon to promote your best technician or parts person to a management position. However, without providing

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