Dealer Sales and Operations

RVX’s Dealer Sales and Operations seminars feature some of the best and most-wanted sessions from Sobel University and RVDA’s RV Learning Center! RV Learning Center classes at RVX will count towards credits in their five different certification programs, Service Manager, Service Writer/Advisor, Warranty Administrator, Parts Manager, and Parts Specialist.

 

Professional HR Advice Appointments Available
With expertise ranging from employment law to effective on-boarding of new employees, representatives from KPA will be available, by appointment, to answer your HR questions in the RVDA Dealer Lounge. Appointments are confidential and complimentary. KPA is a market leader in cloud-based human resources risk management solutions and is an RVDA-endorsed provider. The HR Advice appointments will be offered Wednesday, March 13 and Thursday, March 14 from 1:00pm – 3:00pm. To make an appointment, please email mbiersner@rvia.org.

 

Tuesday, March 12

9:00 am – 9:45 am
  • Building a World Class Sales Team
    This session will focus on the 3 key factors of building your sales team to include Recruiting, Training and Retaining. Michael Rees from A World of Training will help you walk away with tools to improve the sales performance that will ultimately retain top staff and increase revenues.
  • RV Dealership of the Future
    The RV industry is evolving fast, much like other more mature industries before it. History has shown there are usually certain paths that are taken as industries evolve.  Attend this session to see the potential paths and options that will face dealers in the coming future.  There will be samples of the different “business” models dealers are already starting to  happen as this evolution takes place.  Follow speaker Featuring John Spader of Spader Business Management as the discussion centers around:

    • Dealer driven versus Manufacturer driven models and pros and cons of each
    • What are some of the key things dealers need to do to remain strong in this evolution
    • What strategic questions should dealers be asking themselves at this point
10:00 am – 10:45 am
  • RV Dealership of the Future
    The RV industry is evolving fast, much like other more mature industries before it. History has shown there are usually certain paths that are taken as industries evolve.  Attend this session to see the potential paths and options that will face dealers in the coming future.  There will be samples of the different “business” models dealers are already starting to  happen as this evolution takes place.  Follow speaker Featuring John Spader of Spader Business Management as the discussion centers around:

    • Dealer driven versus Manufacturer driven models and pros and cons of each
    • What are some of the key things dealers need to do to remain strong in this evolution
    • What strategic questions should dealers be asking themselves at this point
  • ROI to ROE: Identifying the factors of a great experience and measuring the impact
    By 2020, customer experience will overtake price and product as the key brand differentiator. The purpose of physical stores has shifted to engagement and connection. Experience starts with why. In our qualitative research, we identified five universal intentions of experience; Task, Social, Discovery, Entertainment, and Aspiration. Speaker Jill Nickels will be diving deeper into developing a more valuable experience for you and your brand.
11:00 am – 11:45 am
  • Put Your Lazy Assets to Work
    What would you do if your salesperson hadn’t closed a deal in a year? Or your technician couldn’t finish the most basic job on time? You’d fix ’em or let ’em go, right? Most dealers would agree with that, but those same dealers are often content to let hundreds of thousands (or even millions) of dollars in assets like unit inventory, parts and accessories, equipment, and even cash, under-perform year after year. This session, featuring John Spader of Spader Business Management, will help you discover your “lazy assets” that have become silent drags on your business, and give you ways to monitor and correct them in order to create maximum efficiency and cash flow. You’ll improve profits now, while simultaneously preparing your business for a potential downturn when these lazy assets could cause you more harm. And we’ll explore case studies of actual high-, low- and average-performing dealers.
  • HR Basics
    Learn the latest HR trends that can positively affect your business and your people from Kelly Pinkerton of KPA. Get the right people: How your employment brand attracts top talent. Be in the know for the most up-to-date regulatory changes that could have repercussions for your organization.

 

Wednesday, March 13

7:30 am – 8:45 am
  • Sobel University: How to Get New Salespeople to $100k in their First Full Year
    Old sales styles will produce average to under-performing sales people. If your new employee makes $100k in their first full year, what does that tell everyone else at the dealership? This session will teach modern skills that will empower new salespeople to be productive fast. Our customers deserve a modern A+ presentation every visit to your dealership.

    • Learn techniques that will give your clients the confidence to buy now.
    • Learn how to present your product without old style feature-benefit.
    • Learn to replace “If I could would you…” with value-based summary closes.
10:00 am – 10:45 am
  • HR Basics
    Learn the latest HR trends that can positively affect your business and your people from Kelly Pinkerton of KPA. Get the right people: How your employment brand attracts top talent. Be in the know for the most up-to-date regulatory changes that could have repercussions for your organization.
  • Mining the Gold out of Retail Registration Data
    While we like to think we could sell everyone a camper, that is not just the case. In every dealer’s marketplace there are fertile RV loving zip codes along deserts of RV apathy. The trick is to learn which zips are which. This fast pace presentation from Scott Stropkai of Stat Surveys and Rich Delancey of Level 5 marketing, will help you find the gold in your market using the power of retail RV registration data.
11:00 am – 11:45 am
  • Building a World Class Sales Team
    This session will focus on the 3 key factors of building your sales team to include Recruiting, Training and Retaining. Michael Rees from A World of Training will help you walk away with how to improve the sales performance that will ultimately retain top staff and increase revenues.
  • A Roadmap for Dealer Succession Planning
    By knowing the simple, yet effective formula most buyers use when valuing a business, you get an understanding of what your business may be worth, and clarity on what actions will have the biggest impact in increasing this value. This applies to all, whether selling to a third party, passing the business along to the next generation, or stepping out and having key employees run it for you. Brad Stanek of Morgan Stanley will go over three key discussion points including the specific formula used to get an estimate of what their dealership is worth, the eight drivers of business value and growth potential. During this workshop, attendees will learn:

    • The specific formula used to get an estimate of what their dealership is worth
    • Eight categories that buyers value the most in determining their offer
    • Three or more actions they can immediately take to increase the value of their business
Noon – 1:00 pm
  • RVX Sales Navigator Training
    This session will walk dealers through how to use the RVX Sales Navigator to engage new consumers in their local market and grow their sales in 2019. Learn how to use the toolkit and have your questions answered before getting back to your dealerships.

 

Thursday, March 14

7:30 am – 8:45 am
  • Sobel University: How to Sell to Today’s Internet Educated Consumers
    This session will focus on how to sell the way that today’s clients want to buy. Top salespeople know that they need to throw away common misconceptions that happen when lumping consumers into generational time periods. Learn techniques that transcend generational archetypes, so you can reach every customer that reaches out for help.

    • Learn skills that increase your gross profit and closing ratio.
    • Learn how to build a client base that will sustain you through uncertain times.
    • Raise expectations by giving the tools necessary for a salesperson to succeed at a high level and for the long term.
10:00 am – 10:45 am
  • How To Build A Personal Branded Customer Experience & Grow Sales Today
    This session, featuring Deborah Gardner of DG International, LLC, will discuss how today’s sophisticated buyers have changed and how they make their buying decisions that impact your business. You will learn 3 ways to influence customers, increase sales and thrive for more success and shift your personal branding mindset to innovate yourself and your business.
10:00 am – 11:45 am
  • How RV Dealers and Manufacturers can Fly in Formation to Prevent Litigation
    This one and a half hour presentation provides RV dealers and manufacturers practical strategies and techniques to prevent consumer litigation by solving their customer’s problems more quickly and efficiently. Presented by Harold Oehler, General Counsel of Lazydays RV and Michael Pangburn, Corporate Counsel for Thor Industries, this session was created in collaboration between the RV Industry Association and RVDA as well as some of the top attorneys from across the country who specialize in representing RV dealers and manufacturers.
11:00 am – 11:45 am
  • Mining the Gold out of Retail Registration Data
    While we like to think we could sell everyone a camper, that is not just the case. In every dealer’s marketplace there are fertile RV loving zip codes along deserts of RV apathy. The trick is to learn which zips are which. This fast pace presentation from Scott Stropkai of Stat Surveys and Rich Delancey of Level 5 marketing, will help you find the gold in your market using the power of retail RV registration data.
  • A Roadmap for Dealer Succession Planning
    By knowing the simple, yet effective formula most buyers use when valuing a business, you get an understanding of what your business may be worth, and clarity on what actions will have the biggest impact in increasing this value. This applies to all, whether selling to a third party, passing the business along to the next generation, or stepping out and having key employees run it for you. Brad Stanek of Morgan Stanley will go over three key discussion points including the specific formula used to get an estimate of what their dealership is worth, the eight drivers of business value and growth potential. During this workshop, attendees will learn:

    • The specific formula used to get an estimate of what their dealership is worth
    • Eight categories that buyers value the most in determining their offer
    • Three or more actions they can immediately take to increase the value of their business
Noon – 1:00 pm
  • RVX Sales Navigator Training
    This session will walk dealers through how to use the RVX Sales Navigator to engage new consumers in their local market and grow their sales in 2019. Learn how to use the toolkit and have your questions answered before getting back to your dealerships.