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. 

Workshop and speaker info will be updated as sessions are confirmed - check back regularly!

WEDNESDAY, NOVEMBER 8

Personalized Walk-Arounds that Seal the Deal

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


Harvey Fisher
Ally Financial

Workshop preview

Have you ever heard a customer say that a particular RV “spoke to them?”  Was it easier to help the customer complete the sale when it happened?

You can make this a reality by doing a solid customer needs assessment and delivering a personalized RV walk-around designed to “speak to THAT particular customer.”   In this class you’ll learn how to conduct a walk-around and explain not just the features and benefits of the RV but how they will impact your customer based on what they told you in the needs assessment. During the walk-around you’ll gain further insight into the customer’s thought process by confirming which features are important.  Then by showing why those features are advantageous and meaningful to the customer, you’ll have earned the right to sell not only an RV but the value of buying from "you" and your dealership.

During this workshop, attendees will learn:
  • How to conduct a conversational style needs assessment
  • How to build a walk-around off an effective customer needs assessment
  • The concepts of: feature, benefits and impact/advantage

Turn Your CRM into an ATM Machine

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


George Dans
The George Dans Group

Dealerships can go two ways when it comes to building their business, they can either replace customers or retain them. Either way both will get you to sell RVs, The problem with replacing RV sales is that it attacks your bottom line and shrinks your net profit, while retaining your customers improves sales, CSI, gross profit, referrals, service business and the closing cycle shortens up quite quickly which will help you sell more RVs along with increasing your profit and reducing your cost of business. The problem is that most dealerships fail at good follow up and in this workshop, George will be showing you real world tactics and  strategies to turn your CRM into an ATM! If you don't properly follow up, your customer will end up buying somewhere else!

During this workshop, attendees will learn:
  • How to build a fantastic repeat and referral business
  • Why you need someone else besides the sales people to do follow up
  • How you can increase your sales and profits every year while cutting your ad budget in half!

Marketing Opens the Door: Closing Seals the Deal

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


David Martin
The Mar-Kee Group

Workshop preview

Acquiring customers through digital marketing is only half the battle. Sales must still be closed. This highly interactive workshop will share keys to identify and eliminate objections from today’s tech-savvy buyer. The result will enhance the salesperson’s confidence and increase closing ratios, while still preserving gross profit.

During this workshop, attendees will learn:
  • How to prepare and implement a training agenda to eliminate many routine objections before they come up
  • 12 keys to handle almost any objection in today’s hyper-competitive market
  • How to identify and share the specific responses to objections that will close more sales and hold more gross profit

THURSDAY, NOVEMBER 9

Sales Strategies for the Hyper-Informed Customer

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


David Martin
The Mar-Kee Group

Workshop preview

In this day and age, it is more important than ever to be able to relate to tech-savvy shoppers. Learning how to appeal to this group is key to dealership success and the future of the RV industry. Today’s hyper-informed RV buyers are not merely looking to buy products; they are looking to buy experiences. If dealers are not prepared to engage this new wave of Internet junkie “researchaholics” who are more informed than ever about your products and services, then you are likely missing out on too many sales.
 
This workshop will explore ways to help attendees ready themselves for the coming surge of Gen X and Millennial buyers and find ways to engage them in today’s retail marketplace. It will enable dealers to understand the psychology that drives them, what they want from you, and how to ultimately make them happy. It will share clearly stated strategies on how to best approach these prospects and communicate with them on a level that they are most comfortable. The end result will be increased sales and greater customer satisfaction, which in turn creates more referrals, repeat business and outstanding online reviews.

During this workshop, attendees will learn:
  • How to identify tech-savvy buyers, how they shop, what they want and how to give them an experience to remember
  • To define the six specific sales strategies to create a competitive advantage in dealing with hyper-informed customers
  • How and why Gen Xers and Millennials buyers differ from previous generations and the psychology of what drives their decision-making

Coffee is for Closers - Close Em or Lose Em!

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


George Dans
The George Dans Group

Since the Up bus barely stop's at your dealership anymore and drops off customer's, the need to close any customer that comes unto your lot is vital to every dealership's continued success!  Since most customer's spend over 15 hours of research on the internet, most dealerships need to make sure that their staff has the skills to close their customer on the first visit. Most customers know what to buy, when to buy, where to buy, but what they haven't figured out is who buy from. Two key tactic's are needed today more then ever. One of them is having a simple written sale's process that everyone needs to follow that builds value in the salesperson, product and the dealership. This is called the Selling Triangle where all three side's need to in sync.Get that going and you can close more sales right now!

During this workshop, attendees will learn:
  • An easy sales process that is easy to follow and adaptable to any type of RV product or dealership
  • Three of George's most powerful easy to use closes that for sure will help you close more sales today professionally without sacrificing gross profit
  • How to start an easy sale's training program today!

What's New in Digital and Why Should My Dealership Care?

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


Rich DeLancey
Level 5 Advertising

Workshop Preview

Digital has changed more in the last 12 months than it did in the four years before that. If you are having trouble keeping up, you are not alone. Even the biggest “digital geeks” are having trouble staying on top of all of the new technology. This seminar will bring you up to speed on the the latest changes and how they impact your dealership. While SEM, SEO, RLSA, and more will be discussed, there is no IT degree required for this presentation. This is a plain spoken, easy to understand explanation of what new technologies you can use to sell more RVs, accessories and service repair orders.

During this workshop, attendees will learn:
  • New digital mediums that exist for dealers
  • How to use the mediums to drive more leads
  • How to prioritize the new mediums in order of importance

The Branded Customer Experience: Your New Competitive Edge

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


Janelle Barlow
All Out Performance

Experience from around the world shows that the customer experience is the key to outperforming the competition. Companies such as Southwest Airlines, Disney, McDonald's, Mandarin Oriental, and Starbucks are examples of enormous success in matching strong brand promises with the customer experience. How do they link emotions with their brand promises to build customer loyalty? In this practical success, you will learn the fundamental principles of how to outperform you competitors by creating a branded customer experience platform. 

During this workshop, attendees will learn:
  • How to use your branded customer experience as a platform for increased sales
  • How a larger retailer went from zero to hero in 10 years using the power of emotions
  • Why you must listen directly to your customers, and why Steve Jobs was the exception to that proves this rule

The Nerve to Serve, Say Hello to Humor and Goodbye to Burnout!

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


Jody Urquhart
Idoinspire

Workshop preview

Humor helps. The ability to laugh at life helps us deal with daily disappointments and setbacks. Humor gives RV professionals the nerve to serve in our increasingly complex and challenging environment. Join us as we demonstrate how humor helps you stay in control, stay positive, and maintain balance and perspective. Laughter and humor effectively and inexpensively counter stress, improve morale, and create a work environment that is friendlier, less stressful, and more productive.
 
During this workshop, attendees will learn:
  • How to use humor to create rapport and win trust and loyalty
  • Invaluable tools to promote flexibility, resilience, and coping skills
  • How to boost staff productivity by up to 40%

Creative Tweets Can't Replace Exceptional Customer Service

Thursday, November 9
4:30 - 5:30 p.m.


Paul Sheldon
Protective Asset Protection

Twitter, Instagram, Facebook are all great tools from bringing customers into your dealership. But people today still buy from people and the level of customer service at your dealership will determine your conversion rate, profitability, and repeat and referral business. This seminar will teach the three most important things that make the difference between customers buying and customers leaving.

  • The number one thing customers want when they come to your dealership
  • How to present to the "I know everything" generation
  • The keys to getting and keeping customers for life

FRIDAY, NOVEMBER 10


Compliance: 2018 Compliance Outlook

Friday, November 10 
8:00 - 9:00 a.m.


Randy Henrick
Mosaic Compliance Services, LLC

The FTC, CFPB, and State Attorneys General have increased enforcement actions, assessed large penalties for aftermarket product selling practices, and increased their investigations of aftermarket selling in supervisory and compliance examinations. This workshop will cover many of the current and most pertinent details regarding these issues. The lack of dealer due diligence in vetting third party product providers has been a recurring theme as has been the ability to justify price in relation to a product's value to the consumer. Friday's compliance session will include ways to protect your dealership and stay current.

During this workshop, attendees will learn:
  • What federal and state regulators are focusing on for enforcement actions
  • Key legal areas of attack and how to select and sell aftermarket products
  • How to build a policy and implement best practices to position your dealership:

Compliance: CFPB-Proof Your Dealership

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


James Ganther, Esq.
Mosaic Compliance Services, LLC

Workshop preview

The Consumer Financial Protection Bureau expects RV dealers to have both a Fair Credit Policy and Program and a Compliance Management System in place. While accurate data are unavailable, anecdotal evidence suggests that many RV dealers do not meet either one of these mandates. Rather than a lack of good will, a lack of understanding is probably behind this deficiency. This workshop is intended to fill that gap. We will use the NADA Fair Credit Policy & Program as an example of one approach to the fair credit issue, but also discuss slightly different approaches that may more closely fit the unique circumstances of RV dealers.With respect to Compliance Management Systems, this workshop will identify the four specific elements the CFPB expects, as well as how to practically implement them without undue financial or procedural hardship.

Attendees will be provided a checklist that itemizes the requirements covered in the workshop. This can be taken home and immediately serve as a practical measure of how the dealership is doing in those two areas, and exactly what still needs to be done.

During this workshop, attendees will learn:
  • What the CFPB expects your dealership to do with respect to compliance
  • How your dealership can accomplish compliance effectively and efficiently
  • The consequences if your dealership doesn't take action