PowerSports Business

Sept 4, 2017

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www.PowersportsBusiness.com dealership in 1921. While Sutton's exper- tise is in sales, he has worked in every facet of the vehicle retail business. His business acumen is built on a strong foundation of formal education (business and psychology degrees) and real-world experience (retail management). Sutton has been a powersports industry management consultant for more than 37 years. His skill set includes keynote speaking, facilitating educational workshops, moderating dealer groups, conducting indus- try research, developing training solutions for powersports manufacturers, and conducting on-site dealership training and consulting. He has moderated hundreds of powersports 20 group meetings in the U.S. and Canada over the last three decades. Sutton has authored over a dozen industry books and spoken to thousands of retailers, manufacturers and distributors worldwide. KATE SWANSON ASSISTANT EDITOR, POWERSPORTS BUSINESS Kate Swanson joined the Powersports Business team as assistant editor in 2015. She produces the brand's three-times- weekly e-newsletter and contributes to the PSB magazine, website, social media and events. Swanson is representing PSB at the Powers- ports DEALER Seminars @ AIMExpo for the third time. JIM WOODRUFF CHIEF OPERATING OFFICER, NATIONAL POWERSPORT AUCTIONS Jim Woodruff is chief o p e r a t i n g o f f i c e r o f National Powersport Auctions, the leading source of pre-owned powersports vehicles and services in the nation. He has more than 25 years of technology experience in the high-tech and recreational industries, includ- ing the creation of leading software compa- nies that served both Fortune 500 companies and powersports dealers alike. A lifelong rider, Jim has spent that last 15 years in pow- ersports creating technology and marketing solutions for lenders, OEMs and dealers. He is a frequent guest speaker and contributor of pre-owned data and insights to leading pub- lications and was recently appointed to the MIC Board of Directors. PSB PRESENTERS CONTINUED FROM PAGE 10 managers. This session will share five non- negotiables for each of the five profit centers — new, pre-owned, F&I, parts and accessories, and service. Institute and implement these requirements, and you can expect a 10 percent overall dealership profitability status. 1:00 P.M.−2:10 P.M. STOP WORKING SO HARD: HOW TO WOW CUSTOMERS AND INCREASE PG&A SALES WITH LESS EFFORT Presented by Erik Stephens, founder and CEO at Twisted Throttle Learn all you need to know about the best tools and techniques for capturing in-store aftermarket accessory sales in this competitive online age. Hint: Merchandise and sell accesso- ries like an Apple store, not a 7-Eleven. You'll learn how to select the right mix of brands and products and use available supplier resources to streamline your sales efforts. The presenta- tion will include examples of critical product types to have in the store, ways to build and recommend all-inclusive packages addressing specific customer needs, and concrete, action- able steps on how to close the sale. 2:30 P.M.−4:00 P.M. 5-PROFIT-CENTER MANAGEMENT: HOW TO DIVIDE & CONQUER YOUR DEPARTMENTS FOR MAXIMIZING PROFITABILITY Presented by Gart Sutton, president and founder at Gart Sutton and Associates, Inc. You don't have just one business — you have at least five. This workshop will show you how to maximize each department's efficiency, productivity and profitability. Let's face it — your new, pre-owned, F&I, parts and accesso- ries, and service departments need fine-turning from a consultant and coach who will help you make it happen. FRIDAY, SEPTEMBER 22 10:00 A.M.−NOON 25 NON-NEGOTIABLE STANDARDS: HOW DEALERS ACHIEVE 10% OPERATING PROFIT Presented by Gart Sutton, president and founder at Gart Sutton and Associates, Inc. See description from 11 a.m.−12:15 p.m. Thursday. 1:00 P.M.−2:10 P.M. DEALER CASE STUDY — LEADERSHIP PLUS 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 parts 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. LEARNING FROM DEALERS FRIDAY, SEPTEMBER 22 2:30 P.M.−4:00 P.M. DEALER-TO-DEALER ROUNDTABLE DISCUSSION Get connected and share insight with other dealers that are facing similar challenges and opportunities through the all-new Dealer-to- Dealer Roundtable Discussions. Pick your favorite topic; grab a seat at the correspond- ing table; and learn from others who are like- minded. What to learn a different topic? Switch tables after each 30-minute session. Topics may include: Recruiting service technicians Dealer Management Systems Converting online leads UTV accessory sales Events — share your home run The discounter down the street Dealership staff compensation Expansion decisions Craiglist ads Attracting new customers Closing the sale E-commerce successes PSB SEMINARS CONTINUED FROM PAGE 12

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