PowerSports Business

Sept 4, 2017

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NEWS 12 • September 4, 2017 • Powersports Business www.PowersportsBusiness.com Make your plans now to attend the fifth annual Powersports DEALER Seminars @ AIMExpo. Once again produced, curated and managed by the Powersports Business editorial staff, the free training seminars are an ideal way to make the most of your visit to AIMExpo in Columbus, Ohio. Book your calendar for Thursday and Friday, Sept. 21 and 22, if you have not done so already. We'll once again have a mix of new presenters and others who have been with us from the beginning, simply based on dealer evaluations from previous years. Premier sponsors for the event are National Powersport Auctions and Yamalube. SALES & MARKETING TRACK THURSDAY, SEPTEMBER 21 11 A.M.−12:15 P.M. THE TWO SECRETS OF GREAT COACHES AND LEADERS Presented by David Spader, leadership and organizational development consultant at Spader Business Management Leaders today face the most volatile, dynamic and rapidly changing marketplaces and employees the world has experienced. For that reason, it is more critical than ever that they know what, how and when to act. Learn- ing through the "school of hard knocks" can be extremely costly to one's career and possibly fatal to the dealership. Come to this insightful, fast-paced and interactive session to learn the two secrets of great leaders and coaches. Assess your own performance in the two outcomes of effective leaders and coaches, and learn the five most common mistakes leaders and managers make. You'll learn why managing millenni- als isn't as difficult as you think. In fact, we'll provide you with a take-home tool to help you become a more effective leader immediately. 1:00 P.M.−2:10 P.M. SELLING THE LIFESTYLE. HOW FACEBOOK ADS HELP YOU INFLUENCE YOUR CUSTOMERS. Presented by Jim Jabaay, vice president at LotVantage Selling powersports is selling a lifestyle and a passion. There is no bigger place where peo- ple share their passion than on social media. We are in the midst of one of the largest shifts in advertising spend, and it is imperative that your dealership is prepared to capitalize on this movement. Learn how to target the right customer at the right time in the sales funnel and how to truly measure an advertising ROI like never before! 2:30 P.M.−4:00 P.M. MANAGEMENT SUCCESSION: HOW TO ASSESS WHEN EMPLOYEES ARE READY Presented by David Spader, leadership and organizational development consultant at Spader Business Management You want to promote good employees but aren't sure if they are ready. Questions linger about your prospects. Do they have what it takes? Are they tough enough? Can they handle the big decisions? This session will provide you with the concepts to confidently make the tough decisions about the readiness of your next gen- eration of leaders (and employees). We'll cover: the three fits of future leaders; the most common promotion mistakes; the single most important (and often missed) assessment factor; when they should get a new title; and a "quick fit" assess- ment to measure "high potentials." FRIDAY, SEPTEMBER 22 10:00 A.M.−NOON THE HOUSE MONEY IS CHEAPER THAN REAL MONEY! Presented by Sam Dantzler, president at Garage Composites When negotiating on a unit deal, sales- people and managers are quick to cut real Benjamins out a deal, yet there are so many other ways. In this session, you will learn how to maximize profitability in all depart- ments, utilizing "house money" instead of "real money." From the time the customer sits down to write up a deal, to F&I, the customer path and through the service department and bike delivery, it's time to maximize every transac- tion instead of just rolling a unit. Walmart and Nordstrom business models both work. One is just more fun, all while raining Benjamins. 1:00 P.M.−2:10 P.M. DEALER CASE STUDY — SALES & MARKETING Presented by Powersports Business editors The editors of Powersports Business will wel- come a dealer to the stage for this highly engag- ing and informative session. Over the course of the year in their daily conversations with deal- ers, the editors of PSB have hand-picked a dealer who can offer the most insight into today's sales and marketing challenges. We'll hone in on a handful of specific topics and share our findings in a casual, open-mic environment that allows attendees to ask follow-up questions. POWERING PROFITS TRACK SPONSORED BY AEGIS POWERSPORTS THURSDAY, SEPTEMBER 21 11 A.M.−12:15 P.M. PROFIT, CUSTOMER RETENTION AND INCREASED CSI THROUGH F&I Presented by Rob Greenwald, president at PowerSport Solution A well-run F&I program does more than just produce profit at point of sale. Many deal- erships are unaware of the real value of some of the products they are selling, or are missing some great opportunities. Other dealerships don't capitalize on how much the right F&I products properly sold can impact their bottom line in all departments. This high-energy semi- nar will show you how you can increase cus- tomer retention and customer satisfaction, all while increasing profits, through your well-run F&I program. Discussion topics will include F&I products and ways to drive your bottom line, retention and door swings. Learn recipro- cal actions of key products and how they are implemented throughout your dealership. 1:00 P.M.−2:10 P.M. PRE-OWNED: THE #1-SELLING BRAND IN POWERSPORTS Presented by Jim Woodruff, chief operating officer at National Powersport Auctions The most up-to-date metrics and analysis of the current pre-owned marketplace will allow dealers to make profitable inventory decisions as they head into the winter season. In addi- tion, we'll show how pre-owned unit sales can help you market to a broader customer base and how pre-owned sales puts control of mar- gin/profits into your own hands. Also, learn how pre-owned inventory can help you sell more new units. 2:30 P.M.−4:00 P.M. HOLDING MAJOR UNIT MARGINS IN A COMPETITIVE MARKETPLACE Presented by Jeff Hieber, facilitator/trainer at Spader Business Management Today's marketplace has been drastically changed by e-commerce. At the same time, the industry is evolving, making maintaining margins even more challenging. Even as deal- ers creatively identify new sources of margin, it seems there's someone online willing to sell the same products for a lower price. Dealers need to adapt to this new retail environment, or get left behind. Should dealers just accept lower margins? Is there something more to sell- ing that dealers are missing? Most customers would be willing to spend more money, if it's tied to a higher level of satisfaction with their product and the buying experience. Know what drives customers to purchase online instead of in a retail store — and it's not always convenience and price. Learn how to create an environment that drives higher margins. And determine whether your dealership deserves a higher margin. FRIDAY, SEPTEMBER 22 10:00 A.M.−NOON PSYCHOLOGY AND POWERSPORTS: APPLICATIONS FOR BETTER PER- FORMANCE IN SALES AND FINANCE Presented by Rob Greenwald, president at PowerSport Solution Any powersports unit is beyond an emo- tional purchase. Understanding and tapping into what drives your customers and their feelings can take your business to a new level. Learn the psychology behind what customers do — and why — when it comes to purchasing a powersports machine and how you can capi- talize on those actions to increase the perfor- mance and profits of both your sales and F&I departments. From walkaround and qualifying techniques to F&I presentations and interac- tions, you can dramatically up your game. This seminar will show you how to give your customers the ultimate ownership experience. 1:00 P.M.−2:10 P.M. DEALER CASE STUDY — POWERING PROFITS Presented by Powersports Business editors The editors of Powersports Business will welcome a dealer to the stage for this highly engaging and informative session. Over the course of the year in their daily conversations with dealers, the editors of PSB have hand- picked a dealer who can offer the most insight into today's owner and general manager chal- lenges. We'll hone in on a handful of specific topics and share our findings in a casual, open- mic environment that allows attendees to ask follow-up questions. SERVICE & OPERATIONS TRACK THURSDAY, SEPTEMBER 21 11 A.M.−12:15 P.M. SERVICE KPIS: WHAT TO MEASURE AND HOW Presented by Paula Crosbie, training develop- ment manager at CDK Global Recreation Do you know what the key performance indicators are in the service department? How does your dealership's service department measure up to the national average and top per- forming dealers? From initial write-up to close- out and cashiering, there are several key stages in processing a repair order. We will examine these stages and provide valuable insight on where dealers can improve efficiency, customer service and profitability. 1:00 P.M.−2:10 P.M. WARRANTY WOES: STOP THROWING AWAY DOLLARS! Presented by Jeremy Jacobs, associate at DHG Dealerships Warranties seem to consistently be a func- tion that leaves excess money on the dealer- ship's table. From unfiled or misfiled claims to parts not returned, the list of vulnerable areas in which a dealership can lose dollars goes on. Learn from a former warranty administrator about the many simple mistakes that warranty departments can easily avoid by paying close attention and remaining diligent in organiza- tional efforts. Unfortunately for the dealership, these simple preventive measures are often- times overlooked and go unacknowledged by the warranty administrator. This session will cover the areas that are directly in the dealer- ship's control to prevent financial loss and tightening up warranty controls. 2:30 P.M.−4:00 P.M. STRATEGIC ONLINE MARKETING FOR YOUR DEALERSHIP FOR LESS THAN THE COST OF CUP OF COFFEE PER DAY Presented by Mike Smith, president and CEO at ODES UTVS Come grab a seat in this seminar to obtain vital — and simple! — marketing knowledge to position your dealership for maximum ROI on a limited budget. Hear the keys for online marketing and social saturation success with- out attending school and/or hiring an expen- sive marketing firm. Why pay people to do something you can do yourself after learning all you need to know in this class? Learn it all from a powersports veteran who has performed SEO, website and marketing consulting for Fortune 500 companies, the U.S. government and hun- dreds of small businesses. FRIDAY, SEPTEMBER 22 10:00 A.M.−NOON UNDERSTANDING OWNER AND GENERAL MANAGER ROLES Presented by Steve Jones, founder and presi- dent at SJ Consulting Is it possible that your management style is actually stifling your dealership's growth? Are you trying to fill the roles of the owner and general manager at the same time? Is it time to separate these roles? Does your dealership have well-defined job descriptions for both of these critical positions? This ses- sion will help guide both owners and GMs through these roles, so they can maximize performance and profitability. 1:00 P.M.−2:10 P.M. DEALER CASE STUDY — SERVICE & OPERATIONS Presented by Powersports Business editors The editors of Powersports Business will wel- come a dealer to the stage for this highly engag- ing and informative session. Over the course of the year in their daily conversations with deal- ers, the editors of PSB have hand-picked a dealer who can offer the most insight into today's ser- vice department challenges. We'll hone in on a handful of specific topics and share our findings in a casual, open-mic environment that allows attendees to ask follow-up questions. LEADERSHIP PLUS TRACK THURSDAY, SEPTEMBER 21 11 A.M.−12:15 P.M. 25 NON-NEGOTIABLE STANDARDS: HOW DEALERS ACHIEVE 10% OPERATING PROFIT Presented by Gart Sutton, president and founder at Gart Sutton and Associates, Inc. What have we learned from the most prof- itable dealers? Their success formula is built on non-negotiable standards that are relent- lessly followed. These are must-do require- ments, processes and procedures that profitable dealers insist upon from their department A complete look at the free dealer training seminars @ AIMExpo See Seminars, Page 13

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