Education Workshops



Sales managers will learn how to best manage their teams for optimal results and how to reach consumers with positive results. Workshops and speakers subject to change. 
WEDNESDAY, NOVEMBER 13

Buyers Have Changed How They Shop! Door Traffic is Down, Phone and Internet Leads Are Up

Wednesday, November 13
9:00 - 10:00 a.m.

Jered Sobel, Sobel University

In this session, you will learn to be productive with clients who chose to shop for a salesperson and dealership before they decide if they want to come in to your business. Today’s consumers hide behind their phone and computer screen before they have enough courage to deal with an “old style salesperson”. This presentation will teach you how to give your clients the confidence and courage to come to your business and buy NOW!

During this workshop, attendees will learn:
  • Proven skills and word tracks that will disarm the shopper and turn them into buyers
  • Techniques with summary value that will help your clients understand why you are the best choice to purchase from
  • Step by step instructions with role-playing situations to ensure that every attendee walks away with the skills to develop and close their next lead

Brand Yourself: 4 Secrets of Brilliant Branding 

Wednesday, November 13
2:00 - 3:00 p.m.

Gabrielle and Brian Bosché, The Millennial Solution

Branding is key to capturing customers, growing market share and engaging your workforce. But how do you win the branding war without spending a fortune? No need to hire a spendy New York agency. This session will reveal the 4 scalable secrets to effective branding.

During this workshop, attendees will learn:
  • Essential roles that storytelling plays in your branding - and how to do it effectively
  • The psychology of branding - and why we need to understand who you are and why you work before trusting you
  • Real case studies of companies like yours that have reinvented themselves using these 4 scalable secrets

How to Close the Searcher Who Showed Up at Your Dealership to Buy Today!

Wednesday, November 13
3:15 - 4:15 p.m.


George Dans, The George Dans Group

This business has so evolved due to the gamut of information, plus the speed that your customer can get it today. We used to call them consumers, then "prosumers", then graduated to researcher, and today they are the searcher. Everyone is searching and your buyer has done their homework, have been to 12-15 web sites, knows what they want, how much they want to pay, can locate their RV. So, all that is left is the 'who'. Who am I going to buy from? It comes down to your sales people. They are the moment of truth. Is your team ready to sell, present, close and overcome the dreaded word No? If not, your buyer will be turned into a shopper and head on down to the next dealership to buy today. In this session, you will come away with the most up to date sales training tactics for today's buyers. Plus, George's famous 6 steps to just about overcome any objection that your dealership is hearing daily. Motivation is the want to succeed and training is the how to. George will also show you his DARE training process which gives you a great tool to bring back got your dealerships to train your team on how to prepare to close on your customers first visit to your dealership. 

During this workshop, attendees will learn:
  • How to overcome the dreaded word no once and for all
  • Ways to train adults on how to learn and use new training tactics
  • A 6-week training program which you can install when you get back to your dealership
THURSDAY, NOVEMBER 14

Set-Up a 15-minute Impactful Sales Training

Thursday, November 14
9:00 - 10:00 a.m.


Karla Kramer, Protective Asset Protection

Karla has developed a 15-minute sales training to successfully implement into your dealership and reinforce new skills and behaviors. This session will help attendees identify the differences between a sales meeting and sales training and learn how to design "CHAT" training. Karla will explain the proper way to conduct follow up activities and discussions with employees and how to guide peer to peer practices.

During this workshop, attendees will learn:
  • Key ways to design and implement “CHAT” training  
  • How to deliver “CHAT” to your teams with focus and reinforcement 
  • Effective peer to peer training practices 

SPECIAL SESSION: Super Lawyers Panel: Flying in Formation to Prevent Litigation II 

Thursday, November 14
9:00 - 11:15 a.m.


Panel members: Chris Lowman, Rob Cohen, Harold Oehler and Brett Richardson as moderator.

One of the highest rated presentations in RVDA history returns. This training, which is continuously updated, will focus on the very latest litigation tactics used against motor vehicle dealers and how RV dealers can better partner with manufacturers to resolve customer issues and prevent litigation.  For the first time at RVDA, the “Super Lawyers” panel will include an in-house attorney from a major RV manufacturer.  All attendees will receive access to a free PowerPoint presentation that will help them train their service employees on how to prevent litigation.

During this workshop, attendees will learn:
  • The latest dirty tricks used against dealers in litigation and how to combat them
  • Practical strategies for partnering with your manufacturer to resolve customer issues and prevent litigation
  • Techniques for limiting time out of service
  • How to effectively respond to claims

ROI to ROE: Identifying the Factors of A Great Experience and Measuring the Impact

Thursday, November 14
2:00 - 3:00 p.m.


Jill Nickels, Gensler

By 2020, customer experience will overtake price and product as the key brand differentiator. The purpose of physical stores has shifted to engagement and connection. Experience starts with why. In our qualitative research, we identified five universal intentions of experience; task, social, discover, entertainment, and aspiration. Let’s take a look at developing a more valuable experience for you and your brand. 


During this workshop, attendees will learn:

  • The key drivers of a great experience
  • The direct impact great design has on experience
  • How a person’s intention in visiting a space ultimately frames their experience

How to Build Your Brand 

Thursday, November 14
3:15 - 4:15 p.m.


Jill Nickels, Gensler

What is a brand? What is the difference between a logo, a product, marketing, and a physical experience? Understanding your story and how customers create meaningful connections to it is your brand. But what are the steps to get there?  

During this workshop, attendees will learn:
  • The difference between a logo, product, marketing, and a physical experience
  • Steps for creating meaningful connections to your dealership
  • How through your brand, you can create a level of engagement that drives action and evangelism

Winning The Customer Experience In The Digital Age 

Thursday, November 14
4:30 - 5:30 p.m.


Gabrielle and Brian Bosché, The Millennial Solution


It's more than just having a social media presence. Creating an effective, scalable and fun customer experience is essential to surviving. In this session, you will discover why the sequence is essential to inspiring customers to keep coming back and learn what mistakes you may be making (you'd be surprised!).

During this workshop, attendees will learn:
  • Real-world strategies to turning customers into raving fans
  • Why the customer experience starts on the phone - but not how you think
  • Five mistakes dealers are making trying to get more customers
FRIDAY, NOVEMBER 15

Compliance Update: Aggressive Regulators, New Risks and Harsh Penalties for Dealer Conduct 

Friday, November 15 
8:00 - 9:00 a.m.

Randy Henrick, Randy Henrick & Associates

In this 2019 compliance update, we will discuss: i) recent enforcement actions by the CFPB and FTC in new fields of dealer activity and the CFPB’s citing aftermarket products as a leading item of service member complaints; ii)  FTC and state Attorney General UDAP enforcement activity in other key areas including spot deliveries; safety recalls; privacy and safeguards; collection practices and repossessions; and advertising.  For advertising, we will review the legal requirements that regulators most frequently look for as well as enforcement actions to show things that regulators have cited in assessing whether an advertisement is unfair or deceptive; iii) increases in penalty amounts for UDAPs and other violations and examples of large penalties imposed on dealers. This presentation will review recent cases, pronouncements, and enforcement actions on both the federal and state levels to assist RV dealers in identifying conduct that may be out of compliance and particularly susceptible to regulatory enforcement or litigation.  State Attorneys General are empowered to enforce federal as well as state consumer protection laws against auto dealers and have been active in doing so. We will show who has been most active and discuss plaintiff attorney priorities in trolling for clients as well. 

 During this workshop, attendees will learn:
  • Best practices to comply with the new areas of focus on “regulation by enforcement" 
  • How penalties for compliance violations have increased substantially
  • "Best Practices" changes to sales and F&I and how to document and protect your dealership if claims are made

Cannabis Compliance and Everything In Between: Hot Topics in HR Compliance 

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


Kelly Pinkerton, KPA

With the many regulatory changes that are constantly evolving, we will discuss how RV dealers can get compliant with policies such as employee drug use (cannabis in the work place), employee handbooks, to name a couple. Kelly will discuss the importance of not only getting your organization compliant, but how does your organization stay compliant. Helpful tools and best practices. Are employers ensuring that they're capturing signature acknowledgements from their employees on policies in the work place? Is HR related training being administered- if so, are they sure it's compliant? Dominating headlines this year was the threat of opioid addiction in the workplace. Addressing and managing drug use and drug testing will remain one of the most challenging issues for employers who are tasked with making sure their workforce is efficient and operating safely and productively going into 2020. We will also discuss preparing for workplace violence. Workplace safety is a hot topic that should be at the top of all employer's minds. 
 
During this workshop, attendees will learn:
  • Compliance rules with state and federal changes
  • Development and implementation strategies to stay compliant
  • Policies and training tools that are specific to new laws and regulations