SEMA/GSA POWERSPORTS DEALER UPDATE
Agenda for Nov. 1-2, 2010

DAY 1

Workshops (Workshops will be held concurrently in Ballroom 2&3)

9:15 AM – 10:30 AM     A / 3      Sales: Understanding Your Powersports Customer
                                      A / 2      Service: Increasing Service Sales at the Write-Up

10:45 AM – 12:00 PM   B / 3      F&I: 7 Key Questions – plus – Are You in Compliance?
                                      B / 2      P&A: Take the Pain Out of P&A

12:15 PM – 1:30 PM     Keynote Luncheon with Craig Cervenka (PSN) – Ballroom 3  

1:45 PM – 3:00 PM     C / 3    Facility: How Visual Merchandising Affects Customers (Jim Rasmus)
                                  
C / 2    F&I: Maximizing Profits with Menu Presentations

3:15 PM – 4:30 PM     D / 3    Service: Make More Money with Menus
                                  
D / 2    Sales: Increasing Unit Sales & Profitability

4:30 PM – 5:30 PM    Q&A session: Workshops, 20-groups, on-site consulting/training (Ballroom 2)  

DAY 2

9:00 AM – 10:30 AM     State-of-the-Industry Panel Discussion (Ballroom 3)

Workshops

10:45 AM – 12:00 PM     E / 3    Management: Unswirling the Swirl
                                       
E / 2    F&I: Maximizing Profits with Menu Presentations

12:15 PM – 1:30 PM     Keynote Luncheon with Hal Ethington (ADP/LightSpeed) – Ballroom 3

1:45 PM – 3:00 PM     F / 3    Facility: How Visual Merchandising Affects Customers (Jim Rasmus)
F / 2    Management: Improve Staffing – Recruit, Train and Retain

3:15 PM – 4:30 PM     G / 3    Websites: TBA (Craig Cervenka)
G / 2    Sales: Increasing Unit Sales & Profitability

4:30 PM – 5:30 PM    Q&A session: Workshops, 20-groups, on-site consulting/training (Ballroom 2)  

Workshop Descriptions

Powersports Dealership Management

Unswirling the Swirl
Instructor: Tony Gonzalez
This course is designed for Department Managers, General Managers and Dealer Principals.

The responsibilities you have as a manager often pull in you in many directions at once. The demands of customers, staff, vendors, and other departments can create an environment where managers are forced to be reactive and work in the business rather than on the business.  This session will focus on ways to become more proactive in your department, and finding the time to do it.  Attendees will look at the fundamental responsibilities of their position, the processes needed to align each to drive department performance and how to delegate tasks to increase effective time management.

Improve Staffing – Recruit, Train and Retain
Instructors: Gart Sutton / Steve Jones
This course is designed for Department Managers, General Managers and Dealer Principals.

When do you start looking for new employees? How often is it because they have quit or you had to fire them? Do you frequently settle for less that you want in a candidate because you are pressured to hire someone? Where do you look for quality employees? When you find them, how do you determine that they are the right person? This workshop will discuss some effective solutions for recruiting, training and retaining the best people.

Sales

Increasing Unit Sales & Profitability
Instructors: Tony Gonzalez / Gart Sutton
This course is designed for Sales Managers, General Managers and Dealer Principals.

Are your sales presentations following the regulations regarding quoting of rates and payments? How do you negotiate a deal that drives profit margins while still building long-term customer relationships? Customer Preference is a method designed both to help the Sales Manager establish control of the deal and also to present all information with a focus on what’s most important to the customer. This will help you increase profitability and customer satisfaction while remaining in compliance with government standards. Attendees will receive our new Customer Preference Survey Worksheet along with guidelines and word tracks.

Does your sales department have goals for prospect calls and appointments? Where do you find prospects besides the showroom log? Attendees will learn the significance of applying consistent prospecting to increase floor traffic and sales.

Understanding the Powersports Customer
Instructors: Tony Gonzalez / Gart Sutton
This course is designed for Department Managers, General Managers and Dealer Principals.

Does your staff take the time to properly greet and probe your sales customers to fully understand their wants and needs? Not doing these results in low closing ratios and poor customer satisfaction. Attendees will learn how to improve sales and customer satisfaction by spending the majority of their time in the initial stages of the sale. These techniques could be applied to any department in your store that has customer contact.

F&I

The 7 Key F&I Questions / Is Your Dealership in Compliance?
Instructors: Gart Sutton / Steve Dodds
This course is designed for F&I Managers, General Managers and Dealer Principals.

Do you know what the current powersports industry benchmarks are for your F&I department? Attendees will receive pertinent data compiled from our 20-groups. This will allow dealers to compare their dealership’s performance and uncover opportunities for improvement.

Do you ask the right questions in order to set up your menu presentation and build acceptance in the mind of your customer? Attendees will receive the 7 Key Questions along with guidelines that will help them use this tool to increase sales and customer satisfaction.

Are you aware of the latest compliance requirements for your dealership? Could you be putting your dealership in jeopardy because of your current business practices? Are you struggling to find lender sources? Do you know how to prepare a packet to sell your financing business to them? Attendees will receive compliance information and guidance in seeking and maintaining lender relationships.

Maximizing Profits with Menu Presentations
Instructors: Gart Sutton / Steve Dodds
This course is designed for F&I Managers, General Managers and Dealer Principals.

Are you looking for more consistent profit from your finance office? Do you wonder how dealers achieve 30%, 40% or even 50% priority maintenance penetration? Are you compliant with the 300% rule? Gart and Steve will share proven menu presentation techniques that were developed by the most successful dealers in the nation.

Attendees will receive effective word-tracks and hear the how, when and why of finance and cash menu presentations. They will learn the psychology of using a menu – why it works or doesn’t work – and how to sell by not selling.

P&A


Take the Pain Out of P&A
Instructors: Steve Jones / Mike Brunken
This course is designed for P&A Managers, General Managers and Dealer Principals.

Do you know what the current powersports industry benchmarks are for your P&A department? Attendees will receive pertinent data compiled from our 20-groups. This will allow dealers to compare their dealership’s performance and uncover opportunities for improvement.

If you counted your stock for 25 random P&A numbers, would your inventory be at least 97% accurate? Is your shrinkage out of control? Would you like to avoid the year-end physical inventory drill? Attendees will receive instruction on setting up categorical and geographical bin locations and implementing cycle-counting to help reduce shrinkage and maintain inventory accuracy.

Facility

How Visual Merchandising Affects Customers
Instructor: Jim Rasmus
This course is designed for P&A Managers, Sales Managers, General Managers and Dealer Principals.

Do you know how to use Merchandising Psychology techniques to help you control the customer, increase their awareness of the products within your store and increase impulse purchases? Have you developed an effective customer traffic flow? Are you using the “right” fixture for the right merchandising job?

This seminar focuses on developing the skills necessary to effectively merchandise the products you sell, including: motorcycles, apparel, parts and accessories. We will show you how to master the “Seven Basics” of effective product merchandising and product management. This proven seminar will reveal how you can begin immediately to increase your overall sales and profits by creating more “impulse” sales each and every day.  

Service


Increasing Service Sales at the Write-up
Instructors: Mike Brunken / Steve Jones
This course is designed for Service Managers, General Managers and Dealer Principals.

Do you know what the current service advisor performance benchmarks are for your service department? Attendees will receive pertinent data compiled from our 20-groups. This will allow you to compare your dealership’s performance and uncover opportunities for improvement.

Are your service advisors still making their sales pitch with the “you need… it costs… you want it” presentation? The Reception Checklist is a powerful tool that service advisors can utilize during the presentation that will drive revenue and build customer relationships. Attendees at this class will learn how to equip their service advisors with a simple non-confrontational “additional needs” presentation.

Make More Money with Menus
Instructors: Mike Brunken / Steve Jones
This course is designed for Service Managers, General Managers and Dealer Principals.

What should you be measuring and tracking in your service department? Are you familiar with the current industry benchmarks? Since it can be a struggle to make a profit in this department, it is critical to track the numbers carefully. Attendees will be provided with the critical definitions, measurements and benchmarks they need to know to manage this department effectively.

Are you still working off of the hourly rate per job system, or are you providing menu selections for your customers? Using menu selling in service can result in less hassle, better budgeting, higher profits and happier customers. Attendees will learn the benefits of utilizing this process as well as the newest procedures and techniques for developing and maintaining an effective menu system.