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2011 SEMA Show Powersports Education

 

MPN has partnered with The SEMA Education Institute (SEI) to offer a series of educational sessions for powersports dealers designed to provide an unparalleled opportunity to maximize your dealership’s earning potential. The courses are FREE to SEMA Show attendees.


Register Today for the 2011 SEMA Show and Powersports Education Track

 

Powersports Education Track Schedule

Monday, October 31


9:30 - 10:30 am
AccSELLerate Your Sales: 11 ways to dramatically increase the speed with which you close vehicle sales

Presenter: Mark Rodgers

Let’s face it, you have a lot of important income streams for your business, but they all really flow from vehicle sales. This session will show you how to navigate the whitewater of selling your vehicles taking on the most frequent customer challenges quickly and easily, so you can close the business and get the cash flowing. This session will show you how: To qualify potential buyers, reduce defensiveness and demonstrate your inimitable marketplace differential in just two words. Quickly, easily and early, not only radically increase your chances for closing this deal, but also that this person will bring others to you as well. Effectively answer common pricing and financing questions. A one-two punch in closing can get you more business than you imagined. You quite simply can’t afford NOT to attend this session.

11 am – 12 pm
Test Rides … Right! Transform your test ride strategy, your tactics and your results.

Presenter: Mark Rodgers

They are one of the most important tools in your sales toolbox, and one of the most important experiences you’re customers can engage in to make an informed buying decision. This session shows you how to dramatically improve your test ride efforts. After participating in this session you’ll know how to: Re-think your test ride efforts so they are singular, high-quality, one-on-one interactions with people who can buy! Guard against risk, and minimizing your dealership’s exposure. Do the one thing prior to test rides to transform your customers’ experience. How to actually execute a ride so it is memorable and effective. The key to wrapping up a test ride, so you close more sales, faster (and we give you the tool to do it!). How to craft a follow-up email almost guaranteed to get a response. And much, much more. You rarely buy a car without a test drive, you should never buy a house without an inspection, and customers will buy your motorcycles, when you do test rides … right.

1 – 2 pm
Rebutting Your Toughest Objections, Now!

Presenter: Mark Rodgers

Mastering the art of objection rebuttal may be the most important sales skill needed by sales professionals today. It shouldn’t be adversarial; it should be educational, with more than a little persuasive psychology thrown in. In this powerful session learn how to: Understand objections and communication to increase your objection success. Identify the four most common objection areas, used by the four most common types of customers and see strategies to win them over! Discover 19 sales psychology best practices to respond to tough questions. Get specific word tracks to respond to objection situations including: “I can get it cheaper, somewhere else.” “What’s my out the door price?” “Why buy now?” “I’m concerned about the economy …” “It’s way too expensive.” This is the sort of information you’ll want to keep readily accessible for more effective staff meetings, new employee training session and veteran tune-ups.

3 – 4 pm
Creating Satisfaction and Profits Even When Overwhelmed with Customers

Presenter: Mark Rodgers

We often talk about how to get more business, but sometimes we have too much. Being able to Anticipate, Prepare and Execute for high volumes of customer traffic is a key to your success. This session does all that with pragmatic advice on how to thrive and not just survive, the busy times. Included in this session: The crucial dealership policies to put in place prior to high volumes of customer traffic. One practice which will transform your dealerships busy Saturdays. Six displays which keep customers interested and enthusiastic, while you process others. You’ve heard you’re only supposed to use open-ended questions, right? Wrong! We’ll show you when and where closed-ended questions are preferred. Covert communication, so your team knows what’s going on, while your customers enjoy shopping. And literally dozens of other best practices. In this business you have to make the dollars in the season. This session shows you how.

Tuesday, November 1


11 am – 12 pm
Customer Ratings & Reviews: How to manage your reputation online

Presenter: Heather Blessington

The “socialization” of web search presents new challenges to be aware of, but also great opportunity for smart marketers who are ahead of the curve. This session focuses on the various ways Powersports Dealers can manage their reputation online, including hands-on instructions on how to set up local search portals Google Places, Yahoo Local and Bing Business Portal. Learn how to handle both positive and negative reviews from online users, and make a plan to continually monitor the local search channels to keep your reputation intact.

1 – 2 pm
Increase Your F&I Profits Through Conversions

Presenter: Gart Sutton

Are you looking for more profit from your finance office? Do you wonder how successful powersport dealers achieve F&I gross profit per vehicle sold of $500-$700 or more? You can’t sell many F&I products unless the customer uses dealership financing. Gart will share proven techniques to improve the conversion ratio of your cash, bank and credit union customers to dealership financing. Attendees will receive effective word-tracks and hear the when, how and why of finance conversions as well as best practices for improved lender relations.

3 – 4 pm
Optimizing Powersports Dealership e-Commerce

Presenter: Craig Cervenka

Learn to sell more products online and drive Internet shoppers in-store using data driven sales solutions. You don’t need to be a programmer to seriously increase your dealership’s e-commerce effectiveness.

Wednesday, November 2


9:30 - 10:30 am
Secrets To Boost Technician Efficiency

Presenter: C.R. Gitterie

Maximize the return on every RO with these secrets to boost technician efficiency. You’ll learn how to effectively:

  • Dispatch jobs to your techs
  • Optimize your service department layout
  • Accurately measure technician performance
  • Keep your techs on top of technology and diagnostics

11 am – 12 pm
Got Google? How To Get Noticed by Search Engines

Presenter: Craig Cervenka

Sick of losing business to the click-and-order giants? This session shows you how to get your products in front of online buyers to put your brick and mortar store in league with the online offerings of internet only retailers.

1 – 2 pm
New Media Strategy: Social & Mobile Marketing

Presenter: Heather Blessington & Ron Cariker

Most social media efforts are fragmented, operating separate from each other and likely not performing as expected. This session will help you learn a proven strategy for Powersports Dealers designed to integrate your existing efforts for better results. Plus, learn how to capitalize on the explosion of smartphone usage among Powersports dealer target demographic. We will demonstrate how to best integrate mobile marketing into your overall marketing strategy, and teach dealers best practices for this new, emerging media.

Thursday, November 3


9:30 - 10:30 am
Exploring New Powersports Dealership Profit Centers

Presenter: Colleen Brousil

Looking to expand your bottom line? Consider adding new product lines and service offerings to differentiate your dealership from the competition. Real dealer case studies show the upsides and the pitfalls of exploring new profit centers.

11 am – 12 pm
Supercharge Your Service Profits

Presenter: C.R. Gitterie

Turn your service department into a serious profit center with this guide to service department sales success. You’ll learn how to:

  • Make your customers feel red carpet happy
  • Sell your service department at the parts counter
  • Make your service writer your customer’s best friend