GIE+EXPO to offer profit-boosting education for dealers

Dealers looking for ways to improve efficiency and profitability will find seminars with compelling content, technician training on advanced and basic tracks, motivational keynotes and networking at the 2016 Green Industry & Equipment Expo (GIE+EXPO).

The show will take place Wednesday, Oct. 19, through Friday, Oct. 21, at the Kentucky Exposition Center in Louisville. October 19 will be “Dealer Day,” an exclusive preview day for dealers, retailers, distributors and media. The Dealer Resource Pavilion will be open 9 a.m.-7 p.m., and indoor exhibits will be open 3-7 p.m. During a welcome reception on the show floor from 5 to 7 p.m., many of the exhibitors will host games, food, festivities and prizes in their booths.

On Thursday and Friday, the trade show and the adjacent 19-acre Outdoor Demonstration Area will be open to all in the industry.

DEALER RESOURCE PAVILION & FREE MANAGEMENT CLASSES

The Pavilion is the hub for dealers at this annual event. Its new location on the show floor will give dealers easier access to the exclusive area, which is the location for free seminars for outdoor power equipment dealership owners and managers, led by dealership consultant Bob Clements. The pavilion features a showroom, along with a parts and service department where Bob and his team will share their latest ideas and tips on how to create high-performance dealerships. The Dealer Resource Pavilion will be open all three days of the show.

FREE MANAGEMENT CLASSES BY BOB CLEMENTS INTERNATIONAL

Wednesday, Oct. 19
11 a.m.-12:30 p.m.

Dare to be Different: How to Take on Goliath & Win
Bob Clements

When you think about your large competitors, what comes to mind? Better margins, more locations, more staff to help customers? It is important to remember the advantages that you have as a small business owner. Join Bob as he provides advice on leveraging your unique advantages to gain business & improve profitability.

Thursday, Oct. 20
11 a.m.-noon

Increasing Sales in Your Service Department
Bob Clements and Jim Daum

The service department is the backbone of the dealership and should be the most profitable. Bob and Jim will share specific strategies for growing your service business and making your service department more profitable.

2-3 p.m.
Increasing Your Sales Through Your Website
Dustin Ackart, Elemeno Web Design

Having a website is just the first step to online success. Dustin will look at how to effectively use your website to increase sales and preview additional avenues that you can use to increase your customer reach.

Friday, Oct. 21
11 a.m.-noon
Increasing Sales in Your Parts Department
Bob Clements and Brian Clements
Your parts department is like no other department in your dealership. It takes marketing, customer service and knowledge to make it profitable and efficient. Bob and Brian will discuss ways to leverage your team’s skills to increase parts department sales using cross selling, up selling and displays.

2-3 p.m.
Finding, Interviewing & Hiring Key Employees
Sara Hey

One of the biggest pain points for all business owners is finding, interviewing and hiring key employees. Sara will walk through the entire process and provide tips to ensure that you are hiring the right fit for your culture and your team.

DEALER DAY KICK-OFF KEYNOTE FEATURING THE GEN Y GUY

Jason Dorsey, a bestselling author, world-renowned speaker and researcher, will deliver a keynote address for dealers, Wednesday, Oct. 19, 1:30-3 p.m. Billed as “The Gen Y Guy,” Dorsey’s engaging keynote — “Selling Across Generations: Specific Actions That Drive Sales With Each Generation” — will give dealers insights on how to sell to their customers — whether they’re baby boomers or millennials. Selling to each generation at the same time means the difference between fast growth and potentially millions in lost sales. Dorsey, a bestselling Gen Y author at age 18 and winner of the Entrepreneur of the Year award at age 25, will address generational trends and how to sell to the different age groups. The session, sponsored by Gravely and Stihl, is free with registration.

NEW — POWER-UP MORNING SESSIONS FOR DEALERS

Before the show floor opens on Thursday and Friday, dealers will have the opportunity to start the day with some valuable tips for both business and life. Speakers include U.S. Olympian Shannon Miller, and powersports dealer consultant Mark Mooney. The $5 fee for each session will be donated to charity.

Thursday, Oct. 20
8-9 a.m.

We Used to Do That — A Roadmap to Dealership Success
Mark Mooney, dealership consultant and one of the most highly scored speakers at powersports industry events

Former multi-line dealership owner Mark Mooney brings his decades of industry experience to the fore with a seminar that will answer many of the questions that dealers have about dealership operations. If stability in sales for the long term in all departments is what you seek, this overview of how you should run your dealership and what to look at to guide its success will set you up for the future.

Friday, Oct. 21
8-9 a.m.

The Gold Medal Mindset
Shannon Miller, Olympic Medalist (1992 and 1996) and a member of the “Magnificent Seven” team that won the U.S. Women’s first-ever Team Gold in Gymnastics

Shannon will discuss how the gold medal mindset leads to victory on the competition floor, in the boardroom, and in our personal lives. With seven Olympic medals, she will share her insight on what it takes to be a winner: the importance of goal setting, leadership, maintaining a positive attitude and teamwork. Through her Olympic and personal experiences, Shannon explains ways to overcome even the most difficult obstacles to achieve success. While she may not have been the most talented, flexible or even the strongest athlete, Shannon used these concepts to become the most decorated gymnast in U.S. history!

UTVuniversityLOGONEW — UTV UNIVERSITY

New on the lineup for dealers, UTV University will feature proven powersports dealer training specialists and a roundtable discussion about the state of the UTV industry. It ends with the Dealer Kick-off Keynote with Jason Dorsey followed by the Dealer Preview on the show floor.

Wednesday, Oct. 19
9 a.m.

Using Processes to Guide — Not Control — UTV Sales at Your Dealership
Mark Mooney, principal, Mark Mooney Powersports Consulting

Dealerships large and small can learn how to work from a process on the sales floor, while at the same time tailoring their approach to the individual needs of the UTV customer.

10 a.m.
How Merchandising UTVs on Your Showroom Floor Properly Can Grow Your Parts and Accessory Sales
Jennifer Robison, national retail specialist & visual merchandising coordinator, Tucker Rocky Distributing

If you’ve ever wondered why you’re not selling more accessories and generating more lines on your ticket, Jennifer will provide tips to drive profit to your parts and accessories department.

11 a.m.
Following the UTV Profit Tree From Sales to Service
Ty Bello, VP sales & marketing, American Landmaster

Industry veteran Ty Bello will get dealers fired up in a myriad of ways. He’ll walk dealers through all aspects of the store and show how the sale of a UTV can lead to profits in all of them.

Noon
Roundtable Discussion with UTV Manufacturers and Industry Leaders
Moderated by Dave McMahon, editor-in-chief, Powersports Business magazine

Includes lunch
Get an inside look at the UTV market from the viewpoint of UTV manufacturers and other industry insiders.

TECH TRAINING & CERTIFICATION
Technician training is offered through the Equipment & Engine Training Council (EETC).

Wednesday, Oct. 19
7:30-9:30 a.m.

Basic Tech Training. Choose one at $30 each.
Ethanol & Gasoline, Saw Chain Grinding Best Practices, Servicing & Troubleshooting Pressure Washers, Proper Rotary Blade Maintenance

8-11 a.m.
Advanced Tech Training. Choose one at $45 each.
Advanced Diagnostics & Troubleshooting of Two-stroke Engines, Electrical Systems Troubleshooting, Hydrostatic Drivetrain Systems, Advanced Carburetor Diagnostics

10 a.m.-noon
Basic Tech Training. Choose one at $30 each.
Ethanol & Gasoline, Saw Chain Grinding Best Practices, Servicing & Troubleshooting Pressure Washers, Proper Rotary Blade Maintenance

Noon-3 p.m.
Advanced Tech Training. Choose one at $45 each.
Advanced Diagnostics & Troubleshooting of Two-stroke Engines, Electrical Systems Troubleshooting, Hydrostatic Drivetrain Systems, Advanced Carburetor Diagnostics

1-3 p.m.
Basic Tech Training. Choose one at $30 each.
Ethanol & Gasoline, Saw Chain Grinding Best Practices, Servicing & Troubleshooting Pressure Washers, Proper Rotary Blade Maintenance

GIE+EXPO 2016

GIE+EXPO’s 2016 dates are Wednesday, Oct. 19 (Dealer Day), and Thursday and Friday, Oct. 20-21, for all industry participants. The annual event is sponsored by the Outdoor Power Equipment Institute, Inc. (OPEI), Professional Grounds Management Society (PGMS) and National Association of Landscape Professionals (NALP). HNA is sponsored by the Interlocking Concrete Pavement Institute (ICPI).

For more information, visit www.gie-expo.com. Other contact points: Facebook, info@GIE-EXPO.com, Twitter @GIE_EXPO and (800) 558-8767/(812) 949-9200.

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