Vendor Training +Plus Workshops
2:45 – 3:45
A Leadership Primer
Speaker: Greg Artman – National Training Manager
Diversified Insurance Management, Inc. – Booth #209
P&H Group – Booth #310
Attendees will learn:
- 4 Steps to follow that will implement change through effective leadership
- Management responsibilities within a dealership
- 10 basic responsibilities to help sales managers increase sales through their staff
- 5 basic steps for sales managers to increase the bottom line
- How to effectively evaluate the producers
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4:00 - 5:-00 PM
Coach-Net – Not Just Roadside Anymore
Speakers: Kim Gregory, Account Manager – OEM; Lora Sopoci, Regional Account Executive; Chris Notarpole, Regional Account Executive
Attendees will learn:
- To leverage Coach-Net’s industry expertise
- The only F&I solution you’ll need. Includes:
- Roadside Assistance
- Service Contracts
- Tire and Wheel Protection
- Guaranteed Asset Protection
- Paint And Fabric Protection
- About our Personalized Account Management
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Tuesday, November 3rd
8:15 – 9:15
Hire and retain Top Talent! Manage and retain the Four (sometimes Five) Generations in Today’s Workplace and KEEP your coveted skilled talent!
Speaker: Tonya DeVane, Client Advisor for The Omnia Group, Inc., Booth #325
Attendees will learn:
- Employee Retention Strategies – Who should you retain, why you should retain, and how to retain.
- Managing Multi-Generations – The 4 sometimes 5 generations in today’s workplace
- Hiring Right the First Time - Better compatibility =‘s better performance and retention
Description
Fifty percent of staff turnover is a result of incompatibility with something in the workplace. You, the boss, are the single largest culture/workplace influence. Attendees will learn the key elements of employee retention starting with the “right” way to bring a new employee into your organization. Realizing and maximizing your staff’s potential improves both morale and productivity. Specific tactics such as maximizing personalities, leadership preferences, development preferences, and ways to identify development opportunities will be revealed both from class discussion and instructor led solutions.
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8:15 – 9:15
Learn How a Certified RV Inspection of Your Rental Units Can Reduce Your Headaches
Terry Cooper, President of National RV Inspectors Association, Booth #425
Learn how an RV Inspection of Your Rental Fleet will:
- Reduce Stress and Create Value with your Revenue Share Clients.
- Ensure Repeat Rental Business with the Quality of Your Rental Fleet
- Generate Higher Profits when you Sell your Rental Units
Description To take the emotions out of the process and reduce your headaches you must think “home inspection” for your RV rentals. When Revenue Share Operations utilize a structured RV inspection report of their rental units as they come into the fleet and as well as when they are leaving a more profitable rental business is created with less stress as everyone knows the true condition of the Motorized or Towable RV. Operations that sell their rental units that have a RV Inspection report can now have the documentation to validate the unit’s condition and justify a higher asking price and offer an Extended Service Agreement on these Pre-Rented units
.
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9:30 – 10:30
New Products from MAXXAIR and SUBURBAN – Revolutionary and Reliable
Speaker: Rick Link, AIRXCEL, INC., Booth #715
Attendees will learn:
- Learn about Suburban's New IW60 On-Demand Water Heater that features Suburban's EXCLUSIVE 2-Stage Self-Modulating Combustion System. INDUSTRY-BEST FEATURES include:
- 60,000 BTU Output
- Built-In and Standard Freeze Protection
- 3-Try Direct Spark Ignition
- Installs with or without a door
- MAXXAIR® has added fan models that enhance our GOOD - MAXXFAN®, BETTER - MAXXFAN® Plus and BEST - MAXXFAN® Deluxe lineup. MAXXFAN® and MAXXFAN® Plus models are now designed with built-in waterproof molded Mounting Tabs that allow for FAST AND TOOL-FREE INSTALLATION of our new FANMATE® vent cover.
- Our new FANMATE® features our new EZClipTM hardware that allows for the QUICK, EASY AND TOOL-FREE INSTALLATION on MAXXFAN® and MAXXFAN® Plus models with built-in mounting tabs.
To view Suburban’s informative IW60 ON DEMAND WATER HEATER video and/or the MAXXAIR® - MAXXFAN® / FANMATE® installation video, please click here
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9:30 – 10:30
Turnkey Profit Center Programs from Lippert Components
Speakers: Steve Paul, Director of Aftermarket Sales and Jarod Lippert, VP of Marketing
Lippert Components, Booth #415:
Attendees will learn:
- Turnkey profit center programs for any dealership size
- Learn about the products that are changing the industry
- Access to state-of-the-art marketing
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9:30 – 10:30
Things every RV Executive should know about 5th Wheel Towing. PullRite – Safer, Stronger, Better and 100% Made in the USA!
Speaker: Scott Later
PullRite, Booth # 603
Here are the three things that dealers will learn at our sessions:
1. How PullRite can increase your company’s Profitability.
2. How PullRite can increase your company’s Productivity.
3. How Pullrite can decrease your company’s Liability.
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9:30 – 10:30
Trigger Marketing: Automated Engagement for the Easy Close
Speaker: Ron Wheeler, Wheeler Advertising, Inc., Booth #115
Attendees will:
- Learn how to protect and grow your customer base
- Learn how automation can enhance conquest sales
- Learn how to turn digital traffic into “walk-ins”
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9:30 – 11:45 (2-Hour Session)
Using New IDS Technology to Improve the Customer Experience
Speakers: Mark Berggren, Customer Care Representative & Ajay Thakur, Director of Innovations
IDS - Integrated Dealer Systems, Booth #501:
Attendees will learn to:
- How our Mobile App improves the customer experience by allowing you to instantly track and view important information on Units, Sales, Service and Parts.
- How to increase customer engagement with targeted emails and marketing automation.
- Get a sneak peek of the IDS new Rental module.
- More new developments the IDS team is working on.
Description:
In today’s world it’s essential to grab the attention of your customers and keep them engaged. This means using new technology to stay in front of your audience, and instantly provide the information they need.
IDS has made extensive technological advancements in its vision for the “Dealership of 2020” to improve customer communication, serve customers more efficiently, and provide more earning potential for your dealership.
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10:45 - 11:45 am
Five Alternatives for Ownership Transition of your RV Dealership
Speakers: Mike Neal, Brown & Brown Recreational Insurance, Booth 215
Hardee McAlhaney, McAlhaney Consulting, LLC
Kerry W. Pulliam, CFP® ChFC®, Vice President, Planning Specialist, Wealth Advisory Group
Attendees will learn:
- Your business exit options.
- Which options fit your strategy?
- Key factors you should be focusing on now to maximize the value of your business at the time of your exit.
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10:45 – 11:45
Cash Conversions
Speaker: Greg Artman – National Training Manager
Diversified Insurance Management, Inc. – Booth #209
P&H Group – Booth #310
Attendees will learn:
- The Interview Process for Cash Deals
- Helpful Hints to a Cash conversion
- The FAB’s to a Cash Conversion
- Cash Conversion Process
- Cash Conversion Upsell
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10:45 – 11:45
Increasing Your Bottom Line with Certified Pre-Owned RVs
Speaker: Terry Cooper, President of National RV Inspectors Association, Booth #425
Learn the importance of how a structured RV Inspection of Your Pre-Owned Units will:
- Build a Perceived Value for Your Used Units
- Increase Your Profit per Unit
- Create Customer Loyalty for your Dealership
Description
Take your Pre-Owned Motorized or Towable RVs and stop selling on price and sell the perceived value and customer peace of mind with a Pre-Owned RV Inspection.Think “home inspection” for your used RVs. Whether you use the Canadian Pre-Owned Certified Program, create a specific Inspection Program for your dealership or utilize an Independent 3rd Party, your inspection should show the buyer the exact condition of the Pre-Owned unit.
Not only will your sales department be able to take the Pre-Owned Inspection Report to validate and justify the higher asking price but can now focus on the other aspects of the sale process: Financing, Extended Service Agreement and the Trade In.
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10:45 – 11:45
The Proof is Here: Social Media Drives Sales
Speaker: Claire Wheeler, Wheeler Advertising, Inc., Booth#115
Attendees will:
- Learn how an effective Social Media tool kit can drive sales
- Learn how to create 35 cent leads through Social Media
- Learn how to properly track your Social Media results
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12:00 – 1:00 
The Online (Sales) Playbook Workshop
Speaker: Clayton Stanfield, Senior Manager – Dealer Relations, eBay Motors, Booth #207
Attendees will learn:
- Trends affecting our market
- Pressures facing dealers
- Insights and best practices
- How to use eBay to help
Description:
We hear every day that buyers are doing most (if not all) of their research online and that by the time they hit your store most of their decisions have already been made. But, what do you do about it? The informed buyer makes for a dynamic sales environment, but it also puts a lot of pressure on dealers. We know we are in a far more competitive environment with buyers shopping from their cell phone, looking for a more convenient shopping experiences and seeking transparent pricing. How do you operate in this environment, grow your business and still generate a fair gross profit? We don’t know all of the answers but one thing eBay knows well is how to market and sell to the online buyer. Our buyers are in market, progressive and shop nationwide. In this class we will look at ways to use our marketplace to help you make your numbers.
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12:00 – 1:00
Technology & Big Data… What It Means To Your RV Lead Generation
Speaker: Jeremy Hudgens, Genius Monkey, Booth #508
Attendees will learn:
- What RV Marketing Will Look Like In 2020 And How You Can Capitalize On It Today
- Simplifying Big Data Through Automation And Artificial Intelligence
- Predictive Modeling, What Your Competition Doesn’t Know. "The Hidden Gem”
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12:00 – 1:00
Maintaining profits and compliance in today's legal environment
Speaker: Charles Campbell, US Compliance Academy, Presented by American Guardian Warranty Services
Attendees will learn:
- How senior management, including General Managers, Sales Managers and F&l Managers, can improve profits with innovative tools for the F&l and sales departments
- How to effectively navigate through the complex maze of federal rules, laws and regulations
- How to increase profits utilizing compliance mandates
About Charles Campbell
Along with his extensive experience, ranging from F & I to General Manager, Charles is a nationally
recognized authority in areas of Federal rules, laws and regulations. Along with his well-reviewed, and
insightful, articles and his unique, dynamic and energetic, presentations, he remains a highly sought
after presenter, public speaker and educator.
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12:00 – 1:00
CRM / ILM / Reputation Management –
The easiest, most effective way for Managers and Sales Reps to Follow Up Every Prospect and Every Customer, Every Time!
Speaker: David Goodison, ProResponse, Booth #404
Attendees will learn:
- Simple and effective methods for managers to track every lead (Internet, Phone and Floor), follow up every customer and manage their sales force more effectively to increase sales.
- Mine your database for mail and email campaigns easily and efficiently to drive more traffic for sales and service and extended warranties.
- Manage your on-line reputation to protect your good name. Proactively survey every sold customer and service customer to ensure their satisfaction before they leave bad reviews on line.
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1:15 - 2:15 pm
F&I Turn over Approach for Today’s Generation of F&I Folks
Speaker: Shawn Moran, Brown & Brown Recreational Insurance, Booth 215
- Learn How Each Product Compliments Each Other
- Gap Coverage and its Coverages
- Full Depth Insurance Description from an F&I Standpoint
- Stated Value & Replacement Pay-Out
- Insurance based Vehicle Service Contracts.
- How to properly sell these products to your customers.
Attendees will learn how to overcome the objection of “I have replacement coverage or stated value coverage with my current insurance provider”. “My insurance company offers a Bumper to Bumper warranty” They will also learn how the insurance companies pay out total loss claims and why the consumer still needs Gap Protection.
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1:15 - 2:15 pm
Learn the Benefits of the World’s only Mobile Foursquare Anywhere . . . Integrated with KBB, NADA, Grapevine e-F&I and your DMS
Presented by Dan Gamel, creator of My Foursquare Anywhere App and Foursquare Anywhere and Bill Pardini, President and CEO of Data Consultants.(Visit Foursquare Anywhere in Booth 223)
My Foursquare Anywhere/Foursquare Anywhere integrated with Grapevine e-F&I
Learn the benefits of the worlds only mobile foursquare.. integrated with KBB, NADA, Grapevine e-F&I and your DMS
With My Foursquare Anywhere (FSA) every up becomes a write up… With our mobile app your sales force will create and send write ups to management within minutes of their customers “Meet and Greet”. Customers “Lean in” to assist in the creation of the write up based upon what the have learned on line about their credit, trade value, and the average selling price of the vehicle they want to purchase.
- All deals are stored within FSA’s CRM data base and are easily sorted for future reference as to customer has and customer wants.
- Calculate closing ratios and write ups to ups right from your mobile device.
- Mobile technology allows the desk to manage several deals at once from anywhere.
- FSA integrated with your DMS allows the sales person to pull data from the Dealership Management System and communicate with the desk thru the deal screen contained within the DMS.
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1:15 – 2:15
Why WFCO products are “The HEARTBEAT of Today’s RV’s “
Speaker: Tom Ryan, WFCO Electronics … Booth #322
Attendees will learn to:
- Identify and select the best converter products to stock
- Use the right sales and service tools for Parts & Service departments
- Understand converter differences and the value of the latest WFCO innovations and benefits
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1:15 – 2:15
“Leading From the Neck Up to Bring Your Net Up”
Speakers: Don Reed & Tim Kintz, RV DealerPro Training, Booth #424
Attendees will learn to:
- Employ accountability standards for sales and service.
- Utilize the Leadership Quadrant for increased employee productivity.
- Manage the Leading Indicators to increase Net Profits by 30% or more.
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1:15 – 2:15
The Time to Go Digital Was Yesterday
Speaker: Ron Wheeler, Wheeler Advertising, Inc., Booth #115
Attendees will:
- Learn how to immediately get your digital program performing
- Learn the most effective ways to integrate digital elements into your everyday marketing
- Learn six unique ways to combine digital and traditional media channels for exciting results
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