Dealer/GM Education Workshops

Dealer owners and general managers will learn valuable ways to run their store and manage their teams for prime results.

Workshops and speakers subject to change. 

WEDNESDAY, NOVEMBER 7

Not Your Mother's Presentation on Millennials

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


Gabrielle Bosché
The Millennial Solution

Gabrielle will present on 2018-19 emerging generational trends including the strategies to manage, retain and engage the millennial generation. Gabrielle will provide attendees hands-on practical skills to understand the science of millennial motivation, skills to bridge the generation gap, and proven best practices to market and retain the next generation of clients. This isn’t theory, folks. This is what top companies pay $10,000’s for to retain their youngest and best talent. This session will help you prepare the next generation for management.

During this workshop, attendees will learn:

  • Identifying the four types of millennials and what motivates them
  • Using the science behind millennial motivation to your advantage
  • Strategies to increase millennial loyalty

Workplace Harassment: How to Protect Your Company and Provide a Safe Work Environment

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


Christina Johnson

KPA

Some surveys reveal up to 70% of U.S. women have experienced sexual harassment in the workforce. Workplace bullying and discrimination claims are on the rise. Find out how you can be part of the solution and stop harassment in its tracks. Dealers will get reporting and investigation tips and accountability and understanding consequences of harassment. Christina will teach dealers how they can protect from themselves insurance claims from being denied.

During this workshop, attendees will learn:

  • What behaviors constitutes sexual harassment
  • How to develop and enforce anti-harassment policies
  • Compliance reminders for Federal and state laws

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

Creating the Championship Mentality

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


Chris Alford

Dealer Elite Services


Success balances between two powerful, independent circles. The circles are BYC and IYC. BYC contains everything in life "Beyond Your Control". IYC contains things "In Your Control". Understanding these two circles either creates or destroys a championship mindset. BYC contains thousands of things causing sales organizations to divert focus, making success impossible. Gossip, griping, and worry live here. BYC dwellers fragment teams and destroy chances of success. We know BYC dwellers we work with back at the office. Attendees will see how they, themselves, may slip into BYC at times. IYC contains only three. The way we think, talk, and act. Champions differentiate between what can and can’t be controlled. Chris will help attendees map out and learn the importance of spending time on the things IYC. Examples and real-life experiences will allow attendees to see how easily we can allow people and events to seemingly dictate our lives. 

During this workshop, attendees will learn:

  • Simple ways to talk with determination to achieve goals
  • Differences between goal-setting and goal-achievement
  • Techniques for helping your team turn their goals into reality

THURSDAY, NOVEMBER 8

SPECIAL SESSION: M Cubed - Measuring, Moving & Managing

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


Co-presented by: Michael Rees, A World of Training & John Spader, Spader Business Management

During this co-presented workshop, Michael and John will cover key topics for improving your business. First, John will show attendees how to access the correct numbers for three critical performance indicators that have direct impact on growing businesses. Michael will explain how to install processes to move these numbers in order to positively impact your business. Together, John and Michael will share tips on how to manage and motivate managers and other key employees to continually monitor and improve these numbers.

During this workshop, attendees will learn:

  • How to extract important measurables from their DMS and/or monthly management accounts
  • The importance of these numbers and the impact they have on their business
  • How to have a positive effect on these numbers, and how to maintain them through managing and motivating

Take Control of Your Day

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


Tony Gonzalez, Garage Composites

By definition, management is getting things done through others. However, many owners and managers struggle to effectively delegate or have dedicated meetings with their people. Instead, they end up doing others’ work themselves, which distracts them from their number one responsibility: maximizing dealership profitability. With so many spinning plates in retail today, it’s easy for a leader to get derailed. The solution? Excellent people performing over the top of excellent systems. Attend this session to learn 12 key tasks you should be executing each day to have the greatest impact on your business’ success and how to set up your dealership so that you can focus on them. 
 
During this workshop, attendees will learn:

  • How a general manager's daily dozen list that can be immediately implemented in your dealership
  • A true map of how to organize your day
  • Time sensitivity factors to be more aware of daily accomplishments

Developing an Effective Exit Strategy: How to Understand the Value of Your Business and the Criteria Buyers Value the Most

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


Brad Stanek

Morgan Stanley

By knowing the simple, yet effective formula most buyers use when valuing a business, you get an understanding of what your business may be worth, and clarity on what actions will have the biggest impact in increasing this value. This applies to all, whether selling to a third party, passing the business along to the next generation, or stepping out and having key employees run it for you. Three key discussion points will include: the specific formula used to get an estimate of what their dealership is worth, the eight drivers of business value and growth potential.

During this workshop, attendees will learn:

  • The specific formula used to get an estimate of what their dealership is worth 
  • Eight categories that buyers value the most in determining their offer 
  • Three or more actions they can immediately take to increase the value of their business

The Normalization of Deviance is Affecting Your Bottom Line

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


Tony Gonzalez, Garage Composites

It has been proven that normalization of deviance played a major role in both NASA Space Shuttle disasters, the events of 9/11, along with other major catastrophes we have witnessed. While you are not facing issues quite this big, the normalization of deviance is in play in every facet of your dealership. Managers are supposed to manage. Management, by definition, is the collective body of those who manage or direct an enterprise. As a sales manager do you consistently tell your staff to “greet that person” or “follow up with that lead?” As the general manager do you walk by your parts and accessories department and see your entire staff standing behind the counter, faces staring down at a computer, while there are customers looking at your inventory? As the owner do you continue to pick up trash throughout your dealership that is in the direct path of almost everyone working for you? If you answered yes to any of these, you are not alone.

During this workshop, attendees will learn:
  • How the role of normalization of deviance plays in an RV dealership
  • How to address normalization of deviance in a dealership
  • How to identify the characteristics of leadership that you need to ensure that normalization of deviance decreases in your dealership

Can’t We Just All Get Along? Owners, Management, Employees and “Family”: Dynamics, Dysfunction and Doing What It Takes to Keep the Business In the Family

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


Jane Warner

Bank of the West

This workshop is intended for owners, management and family members that are currently involved with issues of employing family members and/or business succession to family owners. The workshop is also useful for those who want to get started on the process of business succession and avoid much of the conflict for the future. All attendees will leave with handouts for identifying key issues and next steps for resolving conflict. 

During this workshop, attendees will learn:

  • Family dynamics that can damage or destroy the success of a long standing family business
  • Gives owners, management and/or family members a road map to assessing the issues
  • Provides options for resolving family vs owner vs management conflict

Beyond Win-Win Leadership

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

David Spader
Spader Business Management

The term “win-win” has helped many leaders progress in their performance. However, there is an approach that is even more powerful and effective. Recent research has shown that businesses that employ this “all-win” approach are more profitable, have stronger customer relationships and more satisfied employees.

During this workshop, attendees will learn:

  • Five top reasons why win-win is often a losing approach 
  • The “All-Win” Leadership Assessment to assess your performance 
  • Three steps to implement an all-win culture in your dealership 

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.

James 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
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