GIE+EXPO 2016 promises to be The Year of the Dealer

Debut of UTV University among new dealer draws

By Steve Noe

The 2016 Green Industry & Equipment Expo (GIE+EXPO) — which will be held in conjunction with Hardscape North America (HNA) Wednesday, Oct. 19, through Friday, Oct. 21, at Louisville’s Kentucky Exposition Center — has been dubbed by show organizers as “The Year of the Dealer.”

And for good reason.

GIE+EXPO 2016 will not only feature the return of the increasingly popular Dealer Day — and its plethora of dealer education and networking opportunities — but also its expansion with the debut of UTV University.

Brought to you by Powersports Business and Outdoor Power Equipment magazines, UTV University will be held Wednesday from 9 a.m. to 3 p.m. It will begin with a series of three consecutive one-hour presentations by proven powersports dealer training specialists — Mark Mooney, principal, Mark Mooney Powersports Consulting; Jennifer Robison, national retail specialist & visual merchandising coordinator, Tucker Rocky Distributing; and Ty Bello, VP sales & marketing, American Landmaster — from 9 a.m. to noon. Dave McMahon, editor-in-chief of Powersports Business, will then moderate a roundtable discussion with UTV manufacturers and other industry leaders on the state of the UTV industry from noon to 1 p.m.; lunch will be included. UTV University will conclude with the Dealer Kick-off Keynote on “Selling Across Generations: Specific Actions That Drive Sales with Each Generation” by Jason Dorsey, “The Gen Y Guy,” from 1:30 to 3 p.m. (Incidentally, the Dealer Resource Pavilion will be relocated to the show floor for your convenience, and it will be open from 10 a.m. to 7 p.m. on Dealer Day.)

“We continue to work to expand GIE+EXPO — not just in size, but in scope and depth — and this year we’re pulling out all the stops with opportunities for dealers,” said Kris Kiser, president and CEO of the Outdoor Power Equipment Institute (OPEI). “If you’re a dealer, this is the year you absolutely don’t want to miss.”

WEDNESDAY, OCT. 19 (DEALER DAY)

Once again, GIE+EXPO will kick off with Dealer Day — with the show open exclusively to dealers, retailers, distributors and media on day one — before it opens to all industry participants on days two and three.

In addition to UTV University, Dealer Day will feature several other quality education opportunities from 7:30 a.m. to 3 p.m.

The Equipment & Engine Training Council (EETC) will be offering hands-on training for technicians at basic and advanced levels. Basic Tech Training — which will be offered at 7:30-9:30 a.m., 10 a.m.-noon, and 1-3 p.m. — will feature the following four sessions at $30 each: 1) Ethanol & Gasoline; 2) Saw Chain Grinding Best Practices; 3) Servicing and Troubleshooting Pressure Washers; and 4) Proper Rotary Blade Maintenance. Advanced Tech Training — which will be held at 8 -11 a.m. and noon-3 p.m. — will consist of the following four sessions at $45 apiece: 1) Advanced Diagnostics & Troubleshooting of Two-stroke Engines; 2) Electrical Systems Troubleshooting; 3) Hydrostatic Drivetrain Systems; and 4) Advanced Carburetor Diagnostics.

Also on Dealer Day, the National Hispanic Landscape Alliance (NHLA) will hold a Latino Link Dealer Breakfast from 8:30 to 10:30 a.m., with NHLA President-elect Pam Berrios moderating a panel discussion of dealer representatives and contractors on what it takes to earn and keep Hispanic business locally. Cost is $25. From 11 a.m. to noon, Bob Clements will conduct a free management seminar on “Dare to be Different: How to Take on Goliath and Win.”

Once the Dealer Day education sessions have wrapped up at 3 p.m., the fun will begin with a Dealer Day Preview on the show floor from 3 to 7 p.m. The preview will allow you the chance to enjoy going booth to booth to get a sneak peek at all of the new products, meet face to face with your suppliers, and network with your fellow dealers. A dealer welcome reception will be held from 3 to 7 p.m. with many exhibitors hosting fun-filled activities and giveaways in their booths, including Stihl Inc. with beer, brats and live entertainment in its Oktoberfest-themed booth and its $5,000 giveaway at 6 p.m. Following the Dealer Day Preview, the fun will shift to downtown Louisville for a free concert by The Crashers at 4th Street Live at 8 p.m.

THURSDAY, OCT. 20

On day two, the Kentucky Exposition Center’s indoor exhibits will be open from 9 a.m. to 5 p.m., as will the adjacent 20-acre Outdoor Demonstration Area, giving you the chance to test-drive products.

As an extension of UTV University, Mark Mooney will host a Power Up Morning Session on “We Used to Do That — A Roadmap to Dealership Success” from 8 to 9 a.m. A $5 fee will be required and donated to charity.

Bob Clements and Jim Daum will hold a free management workshop on “Increasing Sales in Your Service Department” from 11 a.m. to noon. Dustin Ackart of Elemeno Web Design will also conduct a free management workshop on “Increasing Your Sales Through Your Website” from 2 to 3 p.m.

A hot dog and beer reception for dealers will be held from 3:30 to 5 p.m. Two more free concerts will take place at 4th Street Live starting at 8 p.m., with Brooke Eden opening for Joe Nichols.

FRIDAY, OCT. 21

On the third and final day of the show, the indoor exhibits will be open from 9 a.m. to 5 p.m., and the Outdoor Demo Area will open at the same time but close an hour earlier.

Shannon Miller, a seven-time Olympic medalist as a member of the U.S. women’s gymnastics team, will deliver the Power Up Morning Session on “The Gold Medal Mindset” at 8-9 a.m. Once again, a $5 fee will be required and donated to charity.

Bob Clements and Brian Clements will conduct a free management workshop on “Increasing Sales in Your Parts Department” from 11 a.m. to noon. Sara Hey will also present a free management workshop on “Finding, Interviewing and Hiring Key Employees” from 2 to 3 p.m.

At 4 p.m., the Fabulous Friday $10,000 Giveaway, sponsored by Belgard, will take place. Every show registrant will receive an entry form, and you must be present to win.

And after the show closes, you can head to downtown Louisville one more time for a free concert at 8 p.m., with Kirby’s Dreamland opening for Wax Factory.

ADDITIONAL INFORMATION

For more information, including further details on dealer education opportunities, free concerts and a daily schedule, see the rest of the “GIE+EXPO 2016 Show Preview” on pages 20-29 or go to OPE’s website at outdoorpowerequipment.com.

To learn more about the show and register, visit GIE+EXPO’s website at www.gie-expo.com. Other GIE+EXPO contact points include the show’s Facebook page at gieexpo, info@GIE-EXPO.com, Twitter @GIE_EXPO and (800) 558-8767/(812) 949-9200.

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GIE+EXPO 2016 Dealer Education Opportunities

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). These profit-boosting education opportunities include the following:

DEALER RESOURCE PAVILION & FREE MANAGEMENT CLASSES

The Dealer Resource Pavilion is the hub for dealers at this annual event. Its new location on the show floor in the South Wing 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. noon
“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 and 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”

Billed as “The Gen Y Guy,” Jason Dorsey, a bestselling author, world-renowned speaker and researcher, will deliver a keynote address for dealers on Wednesday, Oct. 19, from 1:30 to 3 p.m. 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.

POWER UP MORNING SESSIONS

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 will explain 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!

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 — 10 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 — 11 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. — noon
“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 — 1 p.m.
Roundtable Discussion with UTV Manufacturers and Industry Leaders (includes lunch)
Moderated by Dave McMahon, editor-in-chief, Powersports Business magazine
Get an inside look at the UTV market from the viewpoint of UTV manufacturers and other industry insiders.

TECHNICIAN TRAINING

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

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GIE+EXPO 2016 Free Concerts

Green Industry & Equipment Expo (GIE+EXPO) and Hardscape North America (HNA) attendees will be treated to three nights of free, top-notch entertainment, featuring party rock band The Crashers; ambitious country singer Brooke Eden; contemporary country artist Joe Nichols; Louisville pop/rock cover band Wax Factory; and Kirby’s Dreamland, an up-and-coming classic rock band, thanks to sponsors Dixie Chopper and Nissan Commercial Vehicles. GIE+EXPO and HNA will be co-located at Louisville’s Kentucky Exposition Center on Oct. 19-21.

“The top-notch entertainment during GIE+EXPO is something attendees really enjoy,” said Chris Vernon, vice president and general manager of Dixie Chopper. “Our sponsorship of the concerts gives attendees an excellent opportunity to learn more about our commercial line of zero-turn mowers. We look forward to continuing our sponsorship for many years to come.”

Each year, the concert series draws thousands of show participants for after-show-hours entertainment. This year’s concerts will take place in downtown Louisville on the Nissan Commercial Vehicles stage at 4th Street Live! The schedule will be as follows:

Wednesday, Oct. 19, 8 p.m.
Headliner: The Crashers

Thursday, Oct. 20, 8 p.m.
Opening Act: Brooke Eden
Headliner: Joe Nichols

Friday, Oct. 21, 8 p.m.
Opening Act: Kirby’s Dreamland
Headliner: Wax Factory

Back at GIE+EXPO for a third year by popular demand, The Crashers, formed in 2008, have established themselves, both regionally and nationally, as a must-see band. They’ve performed all over the country from the Super Bowl (as the official pre-game band for NBC at Super Bowl XLVI) to rockin’ it out as the backing band for national artists like Luke Bryan and Kid Rock.

Brooke Eden is a bold country singer who draws much of her inspiration from her blue-collar roots. Her latest album, titled “Daddy’s Money,” is a brazen account of her rags-to-riches story. Her record label has developed country music superstars like Jason Aldean, Thompson Square and Dustin Lynch.

Joe Nichols, a four-time Grammy nominee and AMA Top New Male Vocalist, has quickly established himself as a talented artist who honors the deep roots of country music but adds a contemporary twist. Nichols has toured with superstars like Toby Keith, Alan Jackson and Luke Bryan. His Billboard-charting songs include “Brokenheartsville,” “Tequila Makes Her Clothes Fall Off,” “The Impossible” and “What’s a Guy to Do.”

Kirby’s Dreamland is a rock band devoted to making sure the audience has a good time. The band plays a variety of covers, originals and genres, and its shows have been highlighted as a fun time for all ages.

Pop/rock band Wax Factory is comprised of four seasoned musicians whose objective is to deliver an intense live performance that is fresh and energetic. With favorite songs from yesterday and today on their set list, this dynamic group performs a diverse selection. Attendees can expect to dance along to a variety of music, ranging from Queen and Fleetwood Mac to Madonna and Katy Perry.

For more information about GIE+EXPO 2016 and to register for the trade show, visit www.gie-expo.com. Other contact points include Facebook at gieexpo, info@gie-expo.comTwitter @GIE_EXPO and (800) 558-8767/(812) 949-9200.

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GIE+EXPO 2016 Daily Schedule

The 2016 Green Industry & Equipment Expo (GIE+EXPO) will be held Wednesday, Oct. 19, through Friday, Oct. 21, at the Kentucky Exposition Center in Louisville, Ky. Once again, Hardscape North America (HNA) will co-locate with GIE+EXPO.

GIE+EXPO will kick off with Dealer Day, which is open to dealers, distributors, retailers and media only, on Oct. 19. The show will then be open to all industry participants Oct. 20-21. The annual event is sponsored by the Outdoor Power Equipment Institute, Inc. (OPEI); Professional Grounds Management Society (PGMS); and the National Association of Landscape Professionals (NALP) (formerly PLANET).

Following is a schedule of the mega show’s events, but it is subject to change. All events for GIE+EXPO and HNA will be held at the Kentucky Exposition Center unless otherwise indicated, and Louisville is on Eastern Daylight Saving Time.

For any activities marked with an asterisk, pre-registration and/or additional fees are required. Visit your registration dashboard to add sessions.

WEDNESDAY, OCT. 19 (DEALER DAY)
Open to dealers, distributors, retailers and media only

7:30 a.m. 3 p.m.
*Tech Training & Certification

8:30 10:30 a.m.
*Latino Link Dealer Breakfast: “Owning the Hispanic Business in Your Market”

9 — 10 a.m.
*UTV University: “Using Processes to Guide — Not Control — UTV Sales at Your Dealership”
Mark Mooney, principal, Mark Mooney Powersports Consulting

10 a.m. 7 p.m.
Dealer Resource Pavilion is open.

10 — 11 a.m.
*UTV University: “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

11 a.m. noon
Dealership Owners’ & Managers’ Seminar: “Dare to be Different: How to Take on Goliath and Win”
Bob Clements

11 a.m. — noon
*UTV University: “Following the UTV Profit Tree from Sales to Service”
Ty Bello, VP sales & marketing, American LandMaster

Noon — 1 p.m.
*UTV University: Roundtable discussion with UTV manufacturers and industry leaders (includes lunch)
Hosted by Dave McMahon, editor-in-chief, Powersports Business magazine

1:30 3 p.m.
Dealer “Kick-off” Keynote: “Selling Across Generations: Specific Actions That Drive Sales with Each Generation”
Jason Dorsey, The Gen Y Guy

3 7 p.m.
Dealer Day Preview: Indoor Exhibits are open for dealers, distributors, retailers and media only.

5 7 p.m.
Welcome reception on the exhibit floor for dealers, distributors, retailers and media only

8 p.m.
Free concert (for all industry participants): The Crashers
Sponsored by Dixie Chopper on the Nissan Commercial Vehicles stage at downtown Louisville’s 4th Street Live!

THURSDAY, OCTOBER 20
(Open to all industry participants)

8 a.m. 5 p.m.
Dealer Resource Pavilion is open.

9 a.m. 5 p.m.
Indoor Exhibits and Outdoor Demo Area are open.

 8 — 9 a.m.
*Power Up Morning Session: “We Used to Do That — A Roadmap to Dealership Success”
Mark Mooney, principal, Mark Mooney Powersports Consulting

11 a.m. noon
Dealership Owners’ & Managers’ Seminar: “Increasing Sales in Your Service Department”
Bob Clements & Jim Daum

 2 3 p.m.
Dealership Owners’ & Managers’ Seminar: “Increasing Your Sales Through Your Website”
Dustin Ackart, Elemeno Web Design

3:30 5 p.m.
Hot Dog & Beer Reception for Dealers

8 p.m.
Free concert (for all industry participants): Brooke Eden and Joe Nichols
Sponsored by Dixie Chopper on the Nissan Commercial Vehicles stage at downtown Louisville’s 4th Street Live!

FRIDAY, OCTOBER 21
(Open to all industry participants)

8 a.m. 5 p.m.
Dealer Resource Pavilion is open.

9 a.m. 4 p.m.
Outdoor Demo Area is open.

9 a.m. 5 p.m.
Indoor Exhibits are open.

 8 9 a.m.
*Power Up Morning Session: “The Gold Medal Mindset”
Gymnast Shannon Miller, 7-time Olympic Medalist

11 a.m. noon
Dealership Owners’ & Managers’ Seminar: “Increasing Sales in Your Parts Department”
Bob Clements & Brian Clements

2 3 p.m.
Dealership Owners’ & Managers’ Seminar: “Finding, Interviewing and Hiring Key Employees”
Sarah Hey

4 p.m.
Fabulous Friday $10,000 Giveaway sponsored by Belgard

8 p.m.
Free concert (for all industry participants): Kirby’s Dreamland and Wax Factory
Sponsored by Dixie Chopper on the Nissan Commercial Vehicles stage at downtown Louisville’s 4th Street Live!

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