Learning and Networking Opportunities for Young RV Executives

Networking Reception for Young RV Executives -- Wednesday, November 8, 5:15 p.m. - 6:30 p.m.

Younger members are invited to gather for an informative networking reception after the education sessions are finished for the day. Want to get involved? Send an email to Karin Van Duyse at kvanduyse@rvda.org and dealership employees will be invited to join our LinkedIn discussion group and added to our email list so you can stay up to date on education opportunities just for younger RV execs.

Hiring Winners® Course

Sponsored by Gulf Stream Coach, Inc.

Date: Tuesday, November 7
Time: 8:00 a.m. - 11:45 a.m.
Cost: $99.  Register early! The class is limited to 50 participants. Students will receive the Salesperson Interview Toolkit, which retails for $195. Light breakfast and coffee will be available.

Two ways to register!
1. REGISTER online
2. Complete the REGISTRATION FORM and fax to (703) 591-0734, or mail to: 3930 University Drive, Fairfax, Virginia 22030-1515.
Note: Add the course while registering online for the convention, or login and add the course to your existing convention registration. Use the Tuesday 'drop down' arrow to access the event. Questions? Contact Karin by email kvanduyse@rvda.org or phone (703) 364-5531.

The management guru Peter Drucker once said, “The ability to make good decisions regarding people represents one of the last reliable sources of competitive advantage, since very few organizations are very good at it.” This is evidenced in the fact that the typical business only hires the best person for the job about 20% of the time. Using the Hiring Winners® system, dealerships have achieved success rates higher than 80%. These dealers have saved thousands of dollars by dramatically reducing their cost of turnover and avoiding the lower performance from bad hires.

Here are a few of the topics and tools we’ll cover in this half-day course to help dealerships hire more winners:

• The 5 Steps of the Hiring & Interviewing Process
• Effective Interviewing Practices & Video Case Study
• The 3 Fits for Successful Dealership Hires
• The “Big 6” Performance Predictors
• The Real Cost of Turnover
• The 1 Principle to Improve the Effectiveness of EVERY Interview

About the Presenter

David Spader
Spader Business Management

David Spader has served as one of the lead consultants and trainers for Spader Business Management for more than 11 years. His areas of specialty include leadership development, succession planning, strategic development, company culture and effective hiring practices. David is the primary instructor for Spader’s Leadership Development Programs, Effectively Leading and Managing Employees Workshop, Multi-location Business Workshop and Hiring Winners Workshop. He is also a lead instructor for the Total Management 2 Workshop that focus on effective leadership and culture management practices.
In addition, David spends a significant portion of his time providing hands-on coaching for executives, managers and future leaders throughout North America. He has recently been invited to present at regional and national conventions in the RV, marine, farm equipment and power sports industries.
As a consultant and coach, David is certified in the use of the Personal Global Profiles System™ and People-Oriented Problem Solving. He has utilized these and other tools with business owners and key employees to develop their leadership and management capabilities. At the organizational level he has also been certified by The Center for Managing by Values to deliver its Managing By Values® and “3D” Strategic Development Process programs.

Educational Workshops selected for Young RV Executives

Built for Legacy: Three Keys to Sustainable Dealership Excellence 

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

Pete Smith


Look, any dealership can be great once. But success in the RV industry is not built on fluke excellence or isolated great performances. The best teams, the best companies, are those that are able to sustain high levels of performance year after year. To do that, it requires that leaders understand and implement three crucial keys: one, that cultivating organizational, team, and individual identity is often the biggest determinant in hiring, retention, and engagement success. Two, that low performance, decreasing morale, and poisonous cultures are usually created by and evident in areas often viewed as “inconsequential.” Three, that continued excellence requires an unwavering attack on complacency at every level. Not only does this presentation address all three keys in more detail, it provides the tangible takeaways to begin making a significant difference immediately at your dealership.

During this workshop, attendees will learn:
  • Why organization and team/individual identity is the first foundation in staff management
  • How to identify the unspoken reasons for declining morale and culture
  • How to drive a sustainable, engaged workforce and elevate productivity

You're a Manager and a Leader - Now What? 

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

Michael Rees
A World of Training

This workshop will provide attendees certain tools to help them lead their respective teams, in order to be more and more successful. We will cover accountability - how to install it and how to make it have a positive impact on the team. Motivating employees - this is not just about rah rah - this is how leaders and managers can motivate their teams to do what they want them to do. Goals are an intimate part of accountability and motivation - we will go through different types of goals and how to set them, for everyone concerned. Once goals are in place, we need to use them - the workshop will provide examples of how to use goals, accountability and motivation to get results!

During this workshop, attendees will learn:
  • How to install and maintain accountability
  • What motivates employees to do what managers and owners want
  • Which goals to set and how to use them with accountability and motivation

Hawaiian Shirt Day is Not the Answer: Discover the Intrinsic Motivators that Drive Employee Success

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

Carletta Clyatt
The Omnia Group, Inc.

Yawns, shrugs, blank stares, a perpetual “case of the Mondays”… are these the things you see when interacting with your team? If so, whatever you’ve been doing to motivate them isn’t working. Change your tactics. And before anyone convinces you that Hawaiian shirt Friday or crazy sock Tuesday is the answer, let’s discuss what really motivates and engages people. 

We know that relating to your employees goes a long way towards building and sustaining a productive, engaged team. Once you understand people, you can successfully motivate them at an individual level and improve the overall climate of their work environment. Being able to tap into the intrinsic hot buttons, and avoid the cold buttons, of your staff can be your greatest secret weapon as a manager.

During this workshop, attendees will learn:
  • Learn to master the art and science of employee motivation
  • Discover ways to keep work fun, rewarding and meaningful
  • Gain tips and tools to get the most from your team every day

Better Communication for Better Dealership Results

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

Pete Smith

If 100% of communication is comprised of body language, tone and words, why do we still experience such an enormous amount of poor miscommunication? Perhaps it's because we fail to acknowledge, address, or assess what's not being said in a conversation. Because much of our communication is expressed beneath the surface, it’s important to recognize how we are influenced by what we see, hear and say, and understand how we (and others) interpret that information. Our beliefs, experiences, judgments, and expectations heavily influence the way we communicate, yet those are aspects not frequently explored in our communication effectiveness. If we’re going to connect with people on a different, more meaningful level, then it’s important to meet them beneath what’s visible on the surface. This is not your ordinary session on communication. It is challenging, educational, and entertaining as we explore the dynamics of human interaction.

During this workshop, attendees will learn:
  • The difference between content and context of communication, and why context is key
  • How to identify the role of confirmation bias in how we listen and how we interpret information
  • How to avoid phrases that create negative emotions and reactions in others 

A Complaint is a Gift 

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

Janelle Barlow
All Out Performance

Do you know how many customers you lost last quarter? Do you know why? Do you know what you’ll do to keep your customers’ business in future? A Complaint Is a Gift is an effective customer service training workshop about turning customer complaints into business opportunities, regaining unhappy customers' trust, and keeping them as customers.

During this workshop, attendees will learn:
  • Why negative feedback is quite rare and how to get more information from customers
  • How to respond to complaints in a way that addresses your customers’ concerns while keeping you sane and calm
  • How to build a complaint-friendly organization to maintain a robust relationship with customers

Upper Management's Role in Service Success

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

Valerie Ziebron
VRZ Consulting

Workshop preview

Are you setting your service department up for success? Upper management doesn’t need to know the first thing about spinning a wrench to have an efficient shop that grows customer loyalty and dealership profitability. A well-run shop is an incredible competitive advantage for a dealership. This workshop will share practical, easy to apply tips that don’t require much upper management time to get your shop more profitable and proactive.

During this workshop, attendees will learn:
  • Key differences between sales and service that are vital for upper management to understand 
  • Eeasy-to-apply principals that have worked for other dealerships
  • What metrics upper management should be keeping an eye on – and how to quickly and easily do it! 

Become the Leader Your Dealership Needs 

Thursday, November 9

2:00 - 3:00 p.m.

David Spader
Spader Business Management

Knowing your role in the business is absolutely critical. As one of its key leaders, how much time should you spend working "on the business” versus "in the business”? How should your job evolve as your dealership grows or market conditions change? This in-depth session will help you answer these key questions for your individual business and determine what you need to be doing now and in the future to ensure your success and that of your dealership.

During this workshop, attendees will learn:
  • The most common reason leaders fail 
  • How leadership should change as the dealership grows or shrinks
  • The four types of solutions to address any issue in your dealership

Do You Know Your Unique Value Proposition? How to Stand Out In A Crowded Market 

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

Samantha Scott
Pushing the Envelope, Inc.

Workshop preview

Many dealerships sell what you sell. What makes you different? In this workshop, attendees will learn how to identify what sets them apart from their competition (beyond product lines), from culture and customer service to market and promotions. Then, they’ll learn key tips for integrating and communicating their unique value proposition into every team and customer interaction to make their dealership stand out.

During this workshop, attendees will learn:
  • What a unique value proposition (UVP) or competitive advantage really is
  • How to determine your dealership’s UVP
  • How to apply your UVP to stand out among your competitors and in the minds of consumers

This Would be Funny...If it Wasn't Happening to Me! 

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

Jody Urquhart

Sometimes life just gets in the way. Do you ever think, “Why can’t things just go the way I want for a change?” or “Why can’t people just leave me alone?” This hilarious and provocative presentation shows recreation vehicle dealers and general managers how to get in front of a constantly evolving future and proactively drive change. Be compelled to face the future instead of running and hiding. Embrace challenging situations and people with new ideas, innovation and conviction. This compelling motivational speech will increase your comfort and confidence in the face of stress, industry, technology and customer change. Explore how the only way out is through and that it can actually be fun to embrace change and be innovative. Learn to do more with less and love it. Embrace the chaos of change with conviction and vitality.

During this workshop, attendees will learn:
  • Trends that will transform your industry
  • Three stages of surviving change and what your culture is
  • Stop running from your own shadow and discover your areas of resistance