“Kick-off” Keynote - Jason Dorsey
Selling across generations: Specific actions that drive sales with each generation
Wednesday, Oct. 19 - 1:30-3 p.m.
A bestselling author at 18, Jason Dorsey is known as The Gen Y Guy. His Wednesday afternoon keynote will look at millennials and how they differ from other generations when it comes to buying and selling.
“My focus is on helping them to solve the generational challenges that are being created with the emergence of millennials, as employees and as customers,” Doresy says. “Millennials as a generation have created a lot of frustration in the industry. They communicate differently, buy differently, work differently.”
Dorsey says his session will be a “Thanksgiving meal,” with bountiful information on how to generate more sales with this generation of customers as well. He’ll show dealers how to communicate with millennials, motivate millennials and market and sell to millennials. Dealers will take away actions they can apply to their dealership right away, customized to them and their experiences.
“It’s important because millennials are the fastest growing generation of employees and the largest generation of employees,” Dorsey says. “They’re the fastest growing customer and consumer. We have to win them to stay in business.”
The keynote will teach attendees about new generational truths based on Dorsey’s latest research. It will change how you think about selling to each generation at the same time. While Dorsey speaks on this topic to many businesses, he’s bringing an added advantage to GIE+EXPO: his first job was working for a landscape company at the age of 15.
Dorsey is Chief Strategy Officer at The Center for Generational Kinetics. He leads research and strategy about millennials and Gen Z for clients around the world. He’s been featured as a generational expert on 60 Minutes, 20/20, The Today Show, The Early Show and many more.
Dorsey won the Austin Under 40 Entrepreneur of the Year Award at age 25, making him one of the youngest winners ever. He now serves as a board member for venture-backed and emerging technology companies.
The “Kick-off” keynote, sponsored by Gravely and STIHL, is included with tradeshow admission.
Bob Clements Owners’ and Managers’ sessions
Bob Clements is the president of Bob Clements International Inc., a training and development company specializing in creating high performance dealerships and organizations. Over the last 25 years, he’s worked with major manufacturers in the OPE, AG, construction and boating industries. Now he’s bringing his consulting knowledge to GIE+EXPO.
With a focus on dealers, Clements’ team will provide attendees with the tools they need to achieve personal and financial freedom. The five free sessions will span over the Wednesday through Friday of GIE+EXPO, taking place in the Dealer Resource Pavillion.
Bob Clements
Dare to be Different: How to take on Goliath and Win
Wednesday, Oct. 19 – 11 a.m. - noon
In this session, Clements will provide advice on leveraging your unique advantages to gain business and improve profitability for your dealership. As a small business, it’s important to remember these advantages and use them to rise above your competition.
Clements says the main focus of this is to help dealers understand their own brand. Often, customers walk into a dealership and only see the brand of the equipment that’s offered there.
“The customer really doesn’t know what the dealer brand is,” he says. “Who are you? Why should I do business with you? That’s really what we’re trying to do: get the dealers to understand their brand needs to be more clearly outlined.”
He says this doesn’t just apply to your brand as a dealer, but your brand as a member of the community. He says this is especially important with the millennial generation, which is becoming a huge segment of the market.
“The younger generation doesn’t mind spending more money,” he says. “They want to spend money with people making an impact.” Clements will teach dealers how to make an impact on your potential and current customers so they know you apart from any other dealer.
Bob Clements and Jim Daum
Increasing sales in your service department
Thursday, Oct. 20 – 11 a.m. - noon
In this workshop, Clements and team member Jim Daum will share specific strategies for growing your service business and making your service department more profitable. The service department is the backbone of the dealership and should be making you money.
Bob Clements and Brian Clements
Increasing sales in your parts department
Friday, Oct. 21 – 11 a.m. - noon
Your parts department – It takes marketing, customer service and knowledge to make it profitable and efficient. In this program, Clements and his son, Brian, will discuss ways to leverage your team’s skills to increase your parts department sales. Some of the topics focused on will include cross selling, up selling and displays.
Increasing Your Sales Through Your Website – Dustin Ackart, Elemeno Web Design
Thursday, Oct. 20 – 2 – 3 p.m.
Having a website is just the first step to online success. We will look at how to effectively use your website to increase sales and preview additional avenues that you can utilize to increase your customer reach.
Sara Hey
Finding, interviewing and hiring key employees
Friday, Oct. 21 – 2 - 3 p.m.
Clements says a problem a lot of dealers are having right now is finding good people. A lot of dealers are looking for potential employees with dealership experience, but Clements says that’s not the best idea.
“You’re just not looking in the right spot,” he says.
A lot of skills required for a dealership employee are crossover skills from other jobs, so instead he suggests looking outside of the industry.
On Friday, his daughter, Sara Hey, will walk through the entire process of finding, interviewing and hiring employees. She’ll also provide tips to ensure that you are hiring the right fit for your culture and team.
TIME to energize with power-up sessions
Power-up session – Mark Mooney
We used to do that – A roadmap to dealership success
Thursday, Oct. 20 – 8 - 9 a.m.
Mark Mooney, powersports dealer consultant, is a former powersports dealer, with 35 years in the industry. On Thursday, he’ll be answering many of your questions about how to run a dealership and what to look at to guide its success.
“I have learned over the years that we all make mistakes,” he says. “If you make them and learn from them, they’re good. Especially if it changes how you look at things.”
The biggest thing, Mooney says, is that many sales people only ask for the sale around 30 percent of the time they’re on the sales floor.
“They should be asking for it 100 percent of the time,” he says. “Your sales can be increased.”
The title of his session comes from the familiarity of the topic he’ll be covering.
“There’s going to be something I’m going to say that somebody’s going to say, ‘oh we used to do that,’ and we’ll say, ‘why don’t you do it now?’”
Mooney has a passion for mentoring folks, showing people ways they can strengthen the practices they already have in order to become more profitable.
When he’s not consulting, Mooney hosts a weekly radio show on the radio station KPIG out of California. He is also one of PowerSports Business Magazine’s most-read blog contributors.
“We are going to rock the place,” he says about his session at GIE+EXPO. “It won’t be like anything (attendees) have ever seen.”
Mooney’s session is sponsored by PowerSports Business and OPE magazines. There is a $5 fee to attend, which will be donated to charity.
Power-up session – Shannon Miller
The gold medal mindset
Friday, Oct. 21 – 8 - 9 a.m.
In her session, Shannon Miller will discuss how the gold medal mindset leads to victory on the competition floor, in the boardroom and in our personal lives. 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.
Using examples from her Olympic and personal experiences, Miller explains ways we can 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 utilized these concepts to become the most decorated gymnast in U.S. history.
Be empowered to seal the deal with that next client, your next project or upcoming job at hand. Work together for a positive outcome, and understand the steps it takes to be a successful leader in both work and life.
Miller competed in both the 1992 and 1996 Olympics, and was a member of the “Magnificent Seven” team who won the U.S. Women’s first ever team gold in gymnastics. She was also the first American gymnast to capture gold on the balance beam. She is the first American gymnast to win an individual gold medal at a fully-attended Summer Games, making her the most accomplished gymnast, male or female, in U.S. Olympic history.
After retiring from Olympic competition, Miller received her undergraduate degrees in marketing and entrepreneurship from the University of Houston and her law degree from Boston College.
The $5 fee to attend will be donated to charity.
Additional dealer education opportunities include:
The new UTV University, which 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.
Tech Training & Certification offered through the Equipment & Engine Training Council (EETC). Sessions will be held throughout the day Wednesday, Oct. 19. Details can be found at www.gie-expo.com
Latino Link™ Dealer Breakfast: Owning the Hispanic Business in your Market
Wednesday, Oct. 19 – 8:30 - 10:30 a.m.
Pam Berrios, NHLA President-elect will moderate a panel of dealer representatives and contractors in a conversation of what it takes to earn and keep Hispanic business locally
