2017 Dealer/GM Workshops and Presenters

NOTE:  Speakers and workshops subject to change.  RVDA will not be selling audio recordings of the sessions following the event due to a last minute cancellation by the vendor that provided this service in the past.

Dealer/GM Track

Speaker information coming soon!


7 Things You Need to Do to Develop Your Team

Wednesday, November 9
9:00 a.m. - 10:00 a.m.

Carletta Clyatt
The Omnia Group, Inc.

Teams are not simple; however, a good manager can make it look like they are. There are basic principles involved in team building and you, as a superior, play a key role. Keep in mind that people are not always going to agree on everything or anything, but good team members can at least understand one another, and, it’s part of your job to make sure that happens! In this session, attendees will learn how to develop a participatory style and create guidelines for clear and concise communication. Poor communication? Poor team!

After attending this program, you will be able to:
  • Define the four stages of team development, their purpose, and challenges inherent to the stage
  • Understand the differences between leadership and team’s perceptions
  • Create an action plan and guidelines to capture development opportunities.

Best Practices for a Family-Run Business

Wednesday, November 9
2:00 p.m. - 3:00 p.m.

Valerie Ziebron
VRZ Consulting

Watch Valerie deliver a video preview of this workshop.

Is your family-run dealership an image of the American dream or an episode of Family Feud? This content rich session is packed with best practices from over 100 family-run dealerships. They told us what works – and what doesn’t - when working with your family members. This session will cover key foundational guidelines for profitable and low drama family-run businesses. We will share best tips for having family enter - and exit - the business, as well as ways to capitalize on your success. This session is for anyone in a family-run dealership or anyone who’s dealership is as close as family.

After attending this program, you will be able to: 
  • Implement the five keys for family-run dealerships
  • Execute best practices for succession planning
  • Utilize the "golden nuggets" for separating work from home life.

Key Metrics for the New Economy and a Maturing Industry

Wednesday, November 9
3:15 p.m. - 4:15 p.m.

John Spader
Spader Business Management

Sales have been doing well and we are once again growing as an industry. Business is good for most dealers despite the fact the industry is still experiencing major change. This is a different economy than we have seen in the past. Some dealers are doing well and even expanding. Others are holding their own while some face a period of slow deterioration. What are the differences among these three paths? We all know the industry goes through cycles. Are you ready for the next one?  Do you know the key and core metrics you should be monitoring so you are fully prepared for this type of market? Industries like ours have definite phases they go through as they mature. Join us for this session to receive the six key metrics you need in order to create a solid dealership ready for any type of market. 

By the end of this session, you will leave with the assessment tools you can use to grade your own dealership. With these tools, you will be confident your dealership has the stability and strength for the new economy and be in a good position for long term success, whether the market is up, down or flat. Don’t wait for the economy to throw you a curve ball…attend this session for the key metrics for today’s environment.

After attending this program, you will be able to:
•    Step to make your business as solid as it can be while times are good, so you can be better prepared for the down times 
•    Identify key metrics those stronger, higher-performing healthy dealerships are using to create a strong business.

Exempt vs. Non-Exempt - Getting it Right

Wednesday, November 9
3:15 p.m. - 4:15 p.m.

Kathryn Carlson


Earlier this year the Department of Labor issued changes to the overtime rule, entitling millions of additional salaried workers to overtime pay. During this 60-minute workshop, Kathryn Carlson, VP for HR Products at KPA, will explain how to properly classify exempt and non-exempt employees in order to comply with new Department of Labor rules that are scheduled to take effect December 1, 2016. She will discuss that not all overtime exempt positions available for auto dealerships apply equally to RV dealership positions. She will discuss pay plans and the steps you need to take to comply with the new rule. Kathryn will also address how the new overtime exemption rules affect the current salary basis test and the salary level threshold required for exemption, and how the commissioned employee exemption works.

After attending this program, you will be able to:
  • Take the steps to ensure you have legally compliant pay plans at your dealership
  • Know when to convert exempt workers to hourly status
  • Evaluate and rewrite job descriptions if necessary.


It Starts with You: The Leader's Role in Developing a High Performing Team

Thursday, November 10
9:00 a.m. - 10:00 a.m.

Pete Smith

Check out a video preview for this workshop

Being a leader is no easy task, but it can certainly be extremely rewarding. The impact a leader can have on the members of the team goes well beyond the walls of the dealership. To be a leader of significance, it requires that you balance both personnel and production. It starts by hiring based on identity, and training based on required skills. Being significant often means that we are to pay attention to the seemingly insignificant activities that often derail even the best teams and dealerships. Finally, it begs the leader to see the opportunities that others don’t, to broaden the perspective for the benefit of others.

After attending this program, you will be able to:
  • Recognize why the creating and solidifying your identity is the first key in hiring, retention, and productivity
  • Apply the "Broken Window" theory in their team and dealership in order to improve culture and productivity 
  • Understand how significant leaders see opportunities and people differently, and what matters.

The Passionate RV Leader

Thursday, November 10
10:15 a.m. - 11:15 a.m.

David Spader
Spader Business Management

Have you ever met someone truly passionate about their job? The bottom line is that passionate employees, led by passionate leaders, produce outstanding results! Come to this session to explore one of the most important personal attributes that affects your leadership effectiveness. This will help you craft a role best suited to your passions, as well as help put others in the right seat.

To get the most out of the workshop, David strongly suggests that you complete some advance coursework. Go to www.cor5.com, create an account and complete the FREE "Work Interests" assessment in the tab under your name. Print the assessment and bring it to the workshop -- having your customized results will greatly enhance your learning. (While we STRONGLY recommend completing the assessment prior to the session, you can also do it afterwards.)

You will leave this session with the ability to better sustain your passions and ensure your employees are passionate in their roles!

A few topics will be:  
  • The true cost of passion-less leaders (and employees)
  • The three types of workplace motivations, and how to use them effectively 
  • How to best leverage your top two passions 
  • How to predict whether someone will be passionate about their job (including yourself) 
  • Why Style (DISC) is NOT enough for a successful job fit 
  • How to manage the two types of work that could sink your career.

Customer Retention Starts with Employee Retention

Thursday, November 10
2:00 p.m. - 3:00 p.m.

Preview Cory's presentation on YouTube.

Cory Mosley
Mosley Automotive Training, LLC

Customer retention, loyalty and delight are hot topics amongst the auto industry but increasing customer retention requires more than just getting a Starbucks’ coffee machine or putting iPads in the waiting lounge. The real secret lies in your dealership’s game plan and daily approach to employee retention. This workshop will highlight a clear and modern path for establishing a winning employee retention strategy that creates a dealership culture where employees want to wow your customers.

After attending this program, you will be able to:
  • Assess your current employee retention game plan
  • Employ seven modern employee recognition strategies to implement at your dealership
  • Understand what keeps your employees from becoming your dealership’s biggest fan and how to change it.

Keep Them Coming Back! Tools to Build Extreme Customer Loyalty

Thursday, November 10
3:15 p.m. - 4:15 p.m.

Michael Rees and David Foco
A World of Training

Check out a video preview for this workshop

Key elements of this workshop will cover how both variable and fixed operations must work together to build customer loyalty to make sure customers return and continue to do business with you. This will involve effective and ongoing communication using today's technology plus old-time communication efforts.

The workshop will identify proven, successful methods to:
  • Keep customers in the loop, so customer satisfaction soars, even though their RV may not be fixed yet
  • Keep customers coming back for regular maintenance
  • Keep customers for their next RV purchase.

After attending this program, you will be able to:
  • Install a video newsletter program to stay in front of all your customers so they remember you for all the right reasons
  • Use provided route sheets to communicate in a timely and efficient manner
  • Implement an "Active Delivery" process.

Lead the Next Generation of Employee

Thursday, November 10
4:30 p.m. - 5:30 p.m.

See a preview of Cory's presentation.

Cory Mosley
Mosley Automotive Training, LLC

The millennial generation is overtaking boomers in numbers and will overtake them in income by 2017. Mastering their leadership needs will guarantee the future growth and profitability of your dealership. In this session Cory identifies the five most critical process steps to successfully lead the millennial workforce, and helps you interpret the needs of the workforce based on a recent university study, plus Cory’s personal experiences starting on the sales floor as a teenager. Attendees can expect to understand the difference between transactional and transformational leadership.

After attending this program, you will be able to:
  • Break down barriers that have been impeding your ability to find success employing millennials
  • Describe the five biggest myths and truths about the millennial workforce
  • Modernize your employee benefits offering to better recruit and retain millennials.


Compliance and Ethics: F&I and the Law

Friday, November 11
8:00 a.m. - 9:00 a.m.

Bob Harkins
American Guardian Group of Companies

Law, selling with integrity and the need for every dealership to develop a CMS or compliance management system. Are you compliant? During the workshop, participants will learn a 10-step check list for creating a compliance process and compliance management system. Attendees will learn that developing compliance and F&I best practices will increase revenue while also maintaining good customer relations and sound business practices.

After attending this program, you will be able to:
  • Identify the Seven Deadly Sins of F & I
  • Describe the importance of compliance with the Truth in Lending Act when disclosing
  • Develop a dealership compliance culture at your dealership.

Compliance: The Current Legal Landscape and How it Applies to You

Friday, November 11
9:15 a.m. - 10:15 a.m.

Harvey Fisher

Keeping up with current trends in the compliance arena is quite a challenge. As the rules of the road change, it is necessary to actively manage risk for your dealership from advertising to customer delivery and beyond. We will be discussing the content in the general flow of how a customer would interact with you to purchase an RV. For example, we will talk about advertising, then sales, then F&I, etc.

After attending this program, you will be able to:
  • Understand the components of deception in UDAP and how they relate to dealership advertising
  • Recognize how ECOA and GLB impact your business
  • Analyze dealership processes to determine if they comply with UDAP, ECOA and GLB
  • Identify topics that are high on the compliance radar this very moment.