Show Preview: GIE+EXPO 2018 and Hardscape North America

With expanded Wednesday hours, dynamic education and many new exhibitors, GIE+EXPO 2018 is shaping up to be even bigger than the last three record-setting years. The annual trade show is set for October 17-19 at the Kentucky Exposition Center in Louisville.

Attendees can expect to see more new products than ever as the number of new exhibitors at GIE+EXPO and the co-located Hardscape North America increases each year. In addition, the Outdoor Demonstration Area, which offers the opportunity to test new products from both shows, is expected to meet or exceed last year’s 20 acres.

“This year’s show is a must-attend event for industry members who are looking to move their businesses to the next level,” said Kris Kiser, president and CEO of the Outdoor Power Equipment Institute (OPEI). “With more trade show hours for dealers on Wednesday, and an incredible keynote on the lineup, GIE+EXPO continues to be extremely valuable business investment for exhibitors and attendees alike.”

As a result of the shows’ continued growth, a new format is being implemented, allowing more time for dealers on the show floor on Wednesday. The indoor show floor will open exclusively for dealers, retailers and the media at noon on Wednesday, Oct. 17. Then, beginning at 3 p.m., the entire industry will be invited to visit the indoor exhibits and enjoy a welcome reception on the show floor from 5 to 7 p.m. The indoor exhibits and Outdoor Demonstration Area will be open Thursday and Friday for all industry members.

The highlight of the 2018 Dealer Day education will be the keynote by Dr. Robert Ballard, oceanographer and former U.S. Navy officer, set for Wednesday Oct. 17, 10:30am – noon.

Dealership guru Bob Clements and his team are back with their “People, Process, Profit Dealer Boot Camp,” which will feature four free seminars on Wednesday and Thursday mornings. Also on Wednesday, UTV University is back with proven powersports dealer training specialists. And, finally, dealer education will round out on Thursday and Friday with workshops presented by Bob Clements International, the Equipment Dealers Association and the United Equipment Dealers Association. All of these sessions are included with trade show registration.

For information about GIE+EXPO, visit



Profit-boosting education for dealers

Dealers looking for ways to improve efficiency and profitability will find compelling content, technician training, a motivational keynote and networking at GIE+EXPO.


Wednesday is Dealer Day

The 2018 Dealer Day education will include:

  • Two sessions in the People, Process, Profit: Dealer Boot Camp led by Bob Clements and his team
  • UTV University with proven powersports dealer training specialists
  • Technician training on advanced and basic tracks
  • kick-off keynote featuring noted explorer Dr. Robert Ballard

In addition to the education opportunities, which will run throughout the day, dealers will have access to the indoor show floor earlier than in the past. It will open exclusively for dealers, retailers and the media at noon on Wednesday. Then, beginning at 3 p.m., the entire industry will be invited to visit the indoor exhibits and enjoy a welcome reception on the show floor from 5 to 7 p.m. The Dealer Resource Center will be open 9 a.m. to 7 p.m. Wednesday and 9 a.m. to 5 p.m. Thursday and Friday.


Thursday and Friday’s dealer education schedule will include:

  • Two additional Dealer Boot Camp sessions
  • Seven dealer workshops presented by experts from the Bob Clements team, Equipment Dealers Association and United Equipment Dealers Association

On Thursday and Friday, the trade show and the adjacent 20-plus-acre Outdoor Demonstration Area will be open to all in the industry.


People, Process, Profit: Dealer Boot Camp (included with trade show registration)

Bob Clements has developed a reputation as the dealership guru. He and his team have given countless dealers the tools they needed to achieve personal and financial freedom.


Wednesday, Oct. 17

8 – 8:50 a.m.

Unleashing the Power of Your Employees

Learn how to turn average employees into superstars. Bob Clements will discuss the 6 key motivators that drive every person, and teach you how to build bonus and incentive programs that drive performance and improve attitudes. If you’re ready to move your people to the next level, this is a must-attend workshop.


9 – 9:50 a.m.

The New Future of Retailing

A new wave of change is sweeping across the world of retail business and, as an owner, you must decide whether to ride it or be buried under it. Bob Clements will share his insight on the dramatic shifts that are already underway and the fundamental changes that will help you take full advantage of the new future of retailing.


Thursday, Oct. 18

8 – 8:50 a.m.

Are your Marketing Dollars Producing Sales?

It is critical to know your marketing numbers – the actual cost of bringing a new customer into your dealership and how much you have to spend to entice existing customers to re-buy. Sara Hey will help you determine your customer acquisition costs and what a well-rounded marketing budget should look like for a dealership.


9 – 9:50 a.m.

The Service Department of the Future

In 10 years, what types of equipment will be coming into your shop for repair? Tools, training, set-up and processes must be adjusted as manufacturers add new technology to their lines. Bob Clements will look ahead to 2028. Discover the changes your service department might expect to see and what you can do now to prepare your team.


Dealer Day Kick-Off Keynote Featuring Dr. Robert Ballard (included with trade show registration)

Wednesday, Oct. 17

10:30 a.m. – Noon

Science, Exploration and the Miracles of Human Achievement

In this gripping presentation, Dr. Robert Ballard will share his stories of exploration, environmental discovery and leadership. With a passion for the last great uncharted territory and a practical approach to team building and execution, Dr. Ballard will entertain and motivate as he discusses his discoveries and adventures, including the 1985 discovery of the Titanic wreckage. You’ll walk away inspired to think outside the box and take risks to achieve your long-term goals. Free with trade show admission, the keynote is sponsored by Stihl Inc. and Bob-Cat Mowers.


Dealer Workshops (included with trade show registration)

The Dealer Resource Center will be the location of the dealer workshops. These sessions will be presented by experts from the Bob Clements International team, Equipment Dealers Association and United Equipment Dealers Association.


Thursday, Oct. 18

10 – 10:50 a.m.

Dealership Succession Planning

Rex Collins, HBK Dealership Industry Group

A sound dealership succession plan addresses a long list of issues – financial and otherwise. From retirement income to tax issues to transitioning management, there’s a lot to know. Rex Collins will address these issues and more while helping you identify and prioritize your goals.


11 – 11:50 a.m.

The Dos and Don’ts of Digital Marketing

Colleen Malloy, ARI Network Services, Director of Marketing

Want more leads for less money? Join Colleen Malloy to learn how your website, email and paid ads can help you reach a wide audience for less money than traditional marketing methods. With more than a decade of experience in the powersports industry, she is director of marketing for ARI, the creator of award-winning software solutions that help equipment manufacturers, distributors and dealers Sell More Stuff!


1 – 1:50 p.m.

Tax Topics

Rex Collins, HBK Dealership Industry Group

The most significant tax legislation since the Reagan administration becomes effective this year. How will this impact you and your dealership and what proactive tax planning can you still implement to reduce taxes and increase cash flow for 2018 and beyond? Rex Collins will explore these and other developing topics that are going to impact your business.


2 – 2:50 p.m.

2019 Google and Marketing Trends

Brock Dugger, National Account Executive for TeamSI

Believe it or not, just a few years ago, the “customer journey” didn’t even register among marketers. Data has changed the marketing world and as technology advances, so will your marketing. As marketers, we have the assets to identify customer intent at all touch points along the journey. It’s critical to have insight into what matters to people before you engage with them. Brock Dugger will discuss 2019 Google and marketing trends you should be taking advantage of.


3 – 3:50 p.m.

The Sales Department of the Future

Sara Hey, Bob Clements International

What is the future of the sales department? Will you need as many salespeople as today? How will the customer purchasing process change? Join Sara Hey to explore what your sales department might look like in the next 5 to 10 years and what you can start doing now to prepare for the change.


Friday, Oct. 19

8 – 8:50 a.m.

Looking to the Future: Business Management Software Panel Discussion

Moderator: Sara Hey

One of the most expensive things a dealership invests in, outside of its people, is a business management system. In this session, you’ll hear from some of the industry’s leading software companies as they anticipate changes. Plus, learn the questions you should be asking in order to make informed decisions about software that will move your dealership forward.


9 – 9:50 a.m.

The Parts Department of the Future

Bob Clements

In this age of convenience, automation and overnight delivery, customer expectations may be changing, but a well-run parts department remains an integral and profitable component of every dealership. Learn the steps you can take to ensure you have a profitable parts department in the coming decade.


UTV University (included with trade show registration)

Back for a third year, the UTV University will feature proven powersports dealer training specialists. It is designed for dealers currently selling UTVs, as well as those considering adding them to their lineup.


Wednesday, Oct. 17

3 – 3:55 p.m.

UTVs and the Massive Missed Opportunity

Steve Shankin, President and Owner of Seizmik

Utility vehicles are leading the growth in the powersports and outdoor power equipment industry. Steve Shankin gets this better than pretty much anyone, and he has invested his business and resources to being a leader in this space. He will share strategies for rethinking how your team sells to UTV customers backed by a significant amount of data to support his strategies.


4 – 4:55 p.m.

Learn How to Effectively Target the 8 Utility Vehicle (UTV) Professional Verticals

JW Washington, Director Business Development, Ariens

JW Washington will discuss how to effectively target the 8 Utility Vehicle (UTV) professional verticals and drive incremental sales via the Landscape Professional and Governmental segments.


5 – 5:55 p.m.

Turning UTV Prospects into Buyers – How to Fix the Simple Things to Get Better Results

Mike Smith, President and CEO, Odes Industries

What does it take to get the drive-by customer to not only know that he or she just drove past your dealership, but to get that same customer to enter your store and leave with a UTV purchase that suits their needs? Mike Smith will examine the small details that every dealership can capitalize on in order to increase traffic.


Tech Training and Certification

Tech training is offered through the Equipment and Engine Training Council (EETC).


Wednesday, Oct. 17

2-Hour Tech Training Sessions – $30 each – will begin at 7:30 a.m., 10 a.m. and 1 p.m.

Courses offered include: Hydraulics 101, Electrical 101, Extremely Fast Blade Grinding and Make Gas Great Again: Ethanol Fact and Fiction


3-Hour Tech Training Sessions – $45 each – will begin at 8 a.m. and noon

Courses offered include: Electrical Troubleshooting, Hydrostatic Transmissions, Advanced 2-Stroke Engine Failure Analysis and OPE Electrical Systems Training.

GIE+EXPO’s 2018 dates are Wednesday, Oct. 17-19. For information:



Hardscape North America Dealer Network Program

Hardscape North America’s (HNA) 2018 program for dealers, which will focus on taking control of your inventory, will start a day earlier this year. The HNA Dealer Network Program will begin on Tuesday, October 16, with a half-day afternoon program at the Hyatt Regency Hotel, which segues into the Dealer Networking Reception. The program will conclude at the Kentucky Exposition Center on Wednesday, October 17 featuring two Dealer sessions by Bob Clements and Dealer Keynote speaker, Dr. Robert Ballard.

The Dealer Network Program will give dealers the opportunity to network with peers to identify key takeaways from each session and implement these new ideas into their business.

The Tuesday program, 1 – 4:30 p.m., will feature an interactive session and roundtable discussion led by Matt Mallas and Derek Whisenand. The program topics will include:

  • Utilizing just-in-time stock and shipping vendors
  • Utilizing co-ops or buying groups as opposed to dealing directly with vendors
  • When it makes sense to implement an inventory management (ERP or POS) system

Immediately following the conclusion of Tuesday’s Dealer Network Program, Dealers will transition directly into a networking reception from 4:30 to 6 p.m. in which they can share best practices learned during the afternoon session.

The Wednesday program begins at 8 a.m. with two sessions by dealership expert Bob Clements. His topics will include “Unleashing the Power of Your Employees” and “The New Future of Retailing.”

Closing out the program, Dr. Robert Ballard will present the keynote, “Science, Exploration and the Miracles of Human Achievement.”

Following the conclusion of the Dealer Program on Wednesday, the exclusive Dealer Preview of HNA and GIE+EXPO will be from Noon to 3 p.m., and the trade show floors will open to all industry attendees from 3 to 7 p.m.

HNA Dealer Network Program Registration is $179 for ICPI, BIA and NCMA members and $199 for non-members (registration does not include trade show admission). The HNA Dealer Networking Reception, which will be held on Tuesday, October 16, from 4:30 to 6 p.m. at the Hyatt Regency, is included with the Dealer Network Program registration.

HNA registration includes access to both HNA and GIE+EXPO indoor exhibits, access to the 20-acre Outdoor Demonstration Area, entrance to the HNA Hardscape Project Awards Recognition Presentation on Thursday, October 18 and three free concerts at Fourth Street Live!

For more information on the HNA Dealer Network Program and dealer activities, visit


Traveling to Louisville

Situated at the northern edge of the South and the southern edge of the Midwest, Louisville has been touted as an affordable place to visit. Its central location combined with pre-arranged travel discounts will make a trip to GIE+EXPO and Hardscape North America 2018 even more affordable. The co-located trade shows are set for October 17-19 at the Kentucky Exposition Center in Louisville. Online registration is available at or

Four airlines are currently offering discounts for GIE+EXPO and HNA travel.

  • Delta Airlines is offering up to 10% discount on flights. Search flights at, select ‘Book Your Flight’ and use Meeting Code: NMS44. For groups of 10 or more, call 800-328-1111.
  • Southwest Airlines is offering 8% off Anytime and Business Select fares, 2% off select Wanna Get Away fares and 50% bonus Rapid Rewards points. Book by 9/27/18 and travel 10/11 – 10/22/18. Go to and use Company ID: 99636972.
  • United Airlines is offering up to 10% discount on flights. Search flights at and use code: ZF9F142489. Or call United Reservations Meetings at 800-426-1122.
  • American Airlines discounted fares are available by contacting their Meeting Services Desk, 800-433-1790. Use authorization number: A47H8BS.

Louisville International Airport (SDF), serviced by nearly every major and regional airline, is across the interstate from the Kentucky Exposition Center. Shuttle buses will run between the airport, exposition center and select hotels.

Other airports that are a short drive from the Kentucky Exposition Center include Cincinnati/Northern Kentucky International Airport (100 miles), Indianapolis International Airport (130 miles) and Blue Grass Airport – Lexington (75 miles).

In addition, Louisville’s Housing Bureau makes booking hotel reservations quick and easy with pre-arranged rates. For immediate hotel confirmation, 24 hours a day, seven days a week, book your reservation at To make reservations by phone, call the Louisville Housing Bureau at 800-743-3100 Monday – Friday, 9 a.m. – 5 p.m. EDT.

GIE+EXPO and HNA 2018 dates are Wednesday through Friday, Oct. 17-19.

For information, visit


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