Sales Education Workshops

Sales managers will learn how to best manage their teams for optimal results and how to reach consumers with positive results. Attendees are eligible to earn continuing education units (CEUs) for their participation in applicable Vendor Training +Plus sessions and the RV Learning Center's educational workshops. 

Workshops and speakers subject to change. 

WEDNESDAY, NOVEMBER 7

Get Them All - Whether They Click or Call! 

Wednesday, November 7
9:00 - 10:00 a.m.


Doug Christiansen, Joe Verde Sales & Management Training, Inc.

Here’s a plan to turn more of your internet leads into deliveries. Buyers are spending more time doing online research and are better informed than ever before, which is generating more quality internet and phone leads. We will discuss how to work with these leads to set more appointments to increase your show ratio, so you can deliver more units every month. First, we'll cover how to use text, email and other smartphone features to more effectively set and confirm appointments that show, with prospects who are ready to buy now. We'll go over easy steps on how to transition more of your internet leads from emails into phone conversations. Once you're on the phone with the customer, the odds of setting an appointment increase to 60%. Next, we'll describe 12 simple ways to create that 'sense of urgency' in the prospect’s mind for them to come in now, whether they initially contacted you by email or phone. Finally, we'll break down 2 easy word tracks to 'anchor' the appointment and get more prospects to show, which will increase your odds of making the sale.

During this workshop, attendees will learn:
  • How to change the mindset of your salespeople to get customers into the dealership quickly
  • Effective ways to use text, email and other smartphone features more effectively
  • 12 simple ways to create that ‘sense of urgency’ in your prospect’s mind on every call or lead

Capturing the Millennial Market: How America’s Youngest Has Changed the Consumer Game

Wednesday, November 7 
2:00 - 3:00 p.m.

Gabrielle Bosché
, The Millennial Solution

Gabrielle will blast past stereotypes placed on millennial consumers (like they only buy online) and share ultimate best practices being used by top companies to capture the millennial market. Gabrielle has helped major companies re-brand and retool their outreach efforts to excite and inspire a new generation of customers. Learn what to post, when to post and why to post while harnessing the power of the review culture to your advantage.

During this session, attendees will learn:
  • The three C’s of millennial marketing and how to master them like the big guys
  • How to completely re-brand in less than 30 minutes
  • Best practices for social media brand awareness

Super Lawyers Panel: How to Protect Your Dealership from Lawsuits 

Wednesday, November 7
3:15 - 4:30 p.m.


A panel of experienced attorneys who represent RV dealers and manufacturers, will provide attendees their best ideas for preventing and defending lawsuits against your dealership.  The session will consist of discussion led by the legal panel and will include a Q&A session. 


Topics to be covered include:

-Key laws impacting dealers
-Preventing problems before the sale
-Fix the problem, fix the customer
-How to effectively respond to claims
-Partnering with your manufacturer to resolve customer issues

Presenters: Harold D. Oehler, Lazydays; Kerry Griggs, The Cavanagh Law Firm; Brian Takahashi, Bowman and Brooke, LLP and Chris Lowman, The Lowman Law Firm

Moderator: Brett Richardson, Esq., RVDA

THURSDAY, NOVEMBER 8

The Digital Consumer: How Today's Buyer Has Changed and What Your Business Must Do About It

Thursday, November 8
9:00 - 10:00 a.m.


Marcus Sheridan, Marcus Sheridan International, Inc.

More than any other time in the last 100 years, the buyer of today has made a dramatic shift in the way they make purchasing decisions. Unfortunately, many companies haven’t adapted to this shift and are not prepared for the continual evolution of this “digital consumer.” In this session, Marcus will bring clarity to the way buyers have changed and exactly what companies must do to, not only align themselves with this shift in buyer patterns but take advantage of the digital age as well. If you like to be engaged, challenged, and moved, you’ll love this workshop!

During this workshop, attendees will learn:
  • Learn the shift that has happened with today’s buyer and what that means for sales and marketing departments going forward
  • Discover exactly what types of content and messaging move the sales needle and truly get results
  • Find out how video and visual learning is impacting the buying process and what organizations must do to be seen as a “media” company

Training and Motivating a Superstar Sales Team 

Thursday, November 8 
10:15 - 11:15 a.m.

David Martin, The Mar-Kee Group

In today’s market, having good products and a powerful marketing campaign is not enough. In the end, customers still interact with your salespeople before buying. Your ability to properly train and motivate your staff will often be the difference in success or failure. In this workshop the presenter will discuss how, why, and when to use the 6 methods of delivering quality training. He will also provide all participants with a customized training calendar for their team, as well as a 90-day orientation plan for their new hires. As important as training is, motivation is the essential factor in the success of any enterprise. The best dealerships are manned by energetic, enthusiastic, upbeat individuals. Unfortunately, few people can naturally be “up” all the time and they need daily personal motivation.

During this workshop, attendees will learn:
  • How to implement six specific training methods based on the resources available
  • Ways to use a customized training calendar, allowing them to appropriately treat experienced and new salespeople
  • Seven individual personal motivational strategies to share with dealership staff that will allow them to “up their game” on a daily basis 

We Are All Media Companies: 7 Steps to Creating a World-Class Digital Culture Within Your Organization 

Thursday, November 8
2:00 - 3:00 p.m.


Marcus Sheridan, Marcus Sheridan International, Inc.

The digital buyer of today has changed business as we know it. With such rapid change, many organizations are being left behind. In this powerful educational session, Marcus will show seven proven steps to turning a traditional organization into a true media powerhouse. Using examples in the B2B and B2C space, you will see how real companies, just like yours, are not just embracing the digital age, but dominating their industry because of it – ultimately building their brand, business, and bottom line in the process.

During this workshop, attendees will learn:
  • Learn how to get buy-in from top to bottom on creating a digital culture
  • Understand the relationship between textual/video content and how it impacts the sales process
  • Participate in a step-by-step method of creating a digital culture that involves all departments and gets results

How to Hire and Train Millennials

Thursday, November 8
2:00 - 3:00 p.m.


Jered Sobel
, Sobel University

In the session you will learn how to make a new hire productive in 20 days. Each day will be meticulously outlined. Using worksheets, video, and reading course material, new employees are focused on learning what they need to sell RVs to today's educated consumers. Daily accountability with manager review check sheets will keep everyone on schedule. Millennials value training in a new career, sometimes more than money. Attendees will be able to take home key tactics to hire and train millennials to succeed in the RV industry.
 
During this workshop, attendees will learn:
  • How to help a new salesperson get off to the right start
  • Accountability for new salesperson for learning products and sales techniques in the right order
  • How to help each salesperson make $100,000 in their first full year in RV sales

Selling at the RV Show and Special Events

Thursday, November 8 
3:15 - 4:15 p.m.

David Martin, The Mar-Kee Group

Dealers that sell at RV shows and special events often put months of preparation into planning for success. Unfortunately, far less planning usually goes into preparing the salespeople to capitalize on the opportunity. RV shows and special event sales can be exciting, exhilarating and exhausting. Each can be either a huge success and the springboard to a great year, or unsuccessful and a drain on your resources. In this fun and informative workshop, we will discuss best practices to get your sales and management staff ready to sell -- before, during and after the event. We will share tips and techniques that will help salespeople navigate the balancing act between being too aggressive and turning prospects off and being too passive and letting buyers slip through their fingers. At the conclusion, attendees will leave with a complete, itemized checklist that will help ensure the most profitable show possible.

During this workshop, attendees will learn:
  • The single most successful method to engage reluctant customers
  • How to identify the most effective ways to qualify customers quickly and effectively
  • Tools to prepare a solid plan to maximize the time and money invested for shows and events

A Shifting Market: Highlights from the 2018 KOA North American Camping Report

Thursday, November 8
3:15 - 4:15 p.m.


Whitney Scott, Kampgrounds of America, Inc.

How are camper demographics and RV usage preference patterns shifting?   How can these changes impact dealers’ marketing strategies and product mix? In this workshop, attendees will get detailed information on today’s campers based KOA’s groundbreaking 2018 North American Camping Report.

During this workshop, attendees will learn:
  • The changing demographics of today’s campers
  • Characteristics of new campers entering the market
  • What percentage of RV campers own vs. rent

Get More People to the Desk

Thursday, Nov. 8
4:30 - 5:30 p.m.


Tony Gonzalez, Garage Composites

There are only two reasons why we can’t get more customers to the desk: either we didn’t ask them to come, or we asked, and they said, “no.” Either way, it simply didn’t feel right for either the sales person or the customer. The first step in analyzing what went wrong is knowing how many chances you had to sit someone down, and then look at the reasons it didn’t happen. When humans feel “right,” they are much more apt to go along. Learn how to help them “feel right” to get a customer to the desk. Then learn how to use the “sit-down” to convert more lookers into buyers. 

During this workshop, attendees will learn:
  • An explanation of the top reasons customers will not sit down
  • A true process that explains how to make it simple to ask a customer to sit down
  • Strategies to set staff up for success when transitioning from the presentation to the sit down

FRIDAY, NOVEMBER 9

Compliance: Data Security in the RV Eco-System

Friday, November 9 
8:00 - 9:00 a.m.

Jim Ganther, Esq., Mosaic Compliance Services, LLC

The FTC Safeguards Rule requires RV dealerships to protect their customers' nonpublic personal information from unauthorized disclosure or access.  But is complying with the Safeguards Rule enough?  The unique demographics, usage patterns, and habits of RVers makes data security a greater challenge for dealerships, as well as other players in the industry.  This presentation will examine data security best practices, as well as the ways RV dealerships can be the key player in improving data security throughout the RV Eco-System. 

During this workshop, attendees will learn:
  • How to meet data security obligations for the dealership without breaking the bank
  • What the RV Eco-System is and why it exists
  • Ways to overcome unique data security challenges within the RV Eco-System

Compliance: Hot Topics in Compliance Today

Friday, November 9 
9:15 - 10:15 a.m.

Randy Henrick, Esq., Mosaic Compliance Services, LLC

This session will focus on hot current topics of primary interest and concern to RV dealers. Randy will discuss the Military Lending Act in light of the recent Department of Defense regulation that financing GAP or credit insurance takes the transaction out of the financing a secured vehicle exception and makes it subject to the MLA which precludes using a vehicle title as security. Randy will also discuss the implications of the "Me Too" movement on sexual harassment and the need for dealers to implement a comprehensive sexual training program including a zero tolerance policy on sexual harassment and a hostile workplace environment. Dealers can also expect to learn information on recent advertising enforcement actions by the FTC and the rules of the road for advertising in electronic media where the FTC has focused its attention in many recent advertising enforcement actions.

During this workshop, attendees will learn:
  • Implications of selling GAP and credit insurance to MLA covered borrowers
  • How to create a zero-tolerance policy on harassment and employee training program
  • Key reasons why dealers need to be careful texting with consumers