Issue link: https://read.dmtmag.com/i/410960
14 • October 6, 2014 • Powersports Business NEWS www.PowersportsBusiness.com leave ready to leverage public relations like never before. BRAD SMITH Maximizing Post-Sale Profits: Using technology to grow revenue in parts and service The lifetime value of a customer does not end with the initial purchase of a unit, so if you're not nurturing them with service, replacement part and upsell accessory sales, you're missing out on a substantial revenue generating opportunity. In this session, learn how to bolster the effi- ciency and profitability of your parts and service departments by taking advantage of online and in-store genuine catalog tools. The session will focus on the importance of promoting genuine parts and will help you take advantage of today's technology to empower your staff to find the replacement and upsell parts your customers' need faster and more accurately than depending on paper catalogs alone. Plus, you'll learn how you can put these tools to work to increase your average order value in-store, as well as drive sales online around the clock. ERIK STEPHENS Make Your Dealership the Hub of the Local Adventure Riding Community: Ways to par- ticipate in and profit from motorcycling's fastest growing market niche While adventure riding started as a rela- tively small market niche, it has recently become the fastest growing segment of the motorcycle industry. Dealerships can significantly grow sales, PG&A and service income by becoming involved in the adventure scene, but having the right gear in the store is less than half the battle. The presentation will include examples of criti- cal product types to have in the store, ways to build and recommend all-inclusive packages addressing specific customer needs, and con- crete actionable steps on how to connect with your local adventure riding community with relatively inexpensive events and promotions while providing the expert customer experience adventure riders expect. GART SUTTON The 10 Most Important Metrics That Every Dealer and Manager Must Know Joined by dealer principal Curtis Sloan, Gart will share critical numbers that members of Gart Sutton & Associates 20-groups rely on to successfully operate their dealerships. DR. DEBORAH WATTS The Money is in the Mental: The emotional intelligence of sales Understanding the benefits of improving and implementing your Emotional Intelligence competency for overall dealership success. INDUSTRY ROUNDTABLE We'll tackle a range of industry topics, and provide Q&A opportunities from Tim Buche of the Motorcycle Industry Council; Tom Ether- ington of KTM; Sameer Gaur of GE Capital Commercial Distribution Finance; Matt Lewaka of Capital One and Jim Woodruff of National Powersport Auctions in this industry roundtable moderated by Dave McMahon, editor in chief of Powersports Business. PSB PSBI SESSIONS CONTINUED FROM PAGE 11 ship. He's experienced the same type of issues we all have had on a daily basis, and there's not much that has happened to you that hasn't hap- pened to him. Currently Mark consults nation- ally working with dealerships to maximize performance and profitability. Mark is also a blogger for PowersportsBusiness.com. TIM PARSONS INTERSTATE NATIONAL CORP. Tim is a corporate trainer with Interstate National and brings more than 25 years of industry experience. He is responsible for the cre- ation, development and instruction of training curriculum and new education programs for automobile, marine, RV and powersports deal- erships nationwide. Tim is known for pioneer- ing new forms of sales and F&I education and training delivery based on current and cutting edge technology. NEIL PASCALE DOMINION POWERSPORTS SOLUTIONS Neil is the communications manager for Dominion Pow- ersports Solutions and works with the industry's deal- ers and OEMs to improve dealer profitabil- ity through educational outreach. Dominion Powersports encompasses a full suite of dealer services that includes DX1, Cycle Trader, Pow- erSports Network, Traffic Log Pro and ZiiOS. Neil also moderates the industry's largest regu- lar webinar series called The Pulse. Neil is pre- senting at the Powersports Business Institute @ AIMExpo for the second time. LESLIE PREVISH PREVISH MARKETING A rider for more than two decades, Leslie spent 15 years with Harley-Davidson (three retail, 12 corporate) and created Harley's market- ing to women role in 2007. She spearheaded many initiatives, including a Garage Party Campaign that drove 25,000 women to dealers. Leslie then crossed over to pedal bikes, leading Trek Bicycle's wom- en's marketing program. She also managed their Town segment, which included electric bicycles. Leslie now helps companies be more strategic with current audiences and targeted with their outreach campaigns. Leslie is also a blogger for PowersportsBusiness.com. SAMANTHA SCOTT PUSHING THE ENVELOPE Samantha Scott, APR, is the owner of Pushing the Enve- lope, LLC, an award-winning marketing communications firm servicing clients locally and nationally since 2006. With a team of five, the firm offers comprehensive public relations services, branding, social media strategy devel- opment and management, marketing commu- nications, media relations, event coordination and more. Active in the community personally, Samantha believes in giving back and has made it a part of the company credo. As a result, the firm actively supports numerous area nonprof- its through pro bono services. The firm has been honored with more than 25 awards for public relations and marketing programs. Samantha has personally been rec- ognized as an outstanding Florida Gulf Coast University alumni, inducted into the Soaring Eagles Society and chosen as a 40 under 40 honoree by Gulfshore Business Magazine for her contributions to the Southwest Florida business and community arenas. She was also recognized by Gulf Coast Business Review's 40 under 40 awards. Samantha is a member of the Florida Gulf Coast University Marketing Department Advi- sory Board, president of the Florida Public Relations Association Southwest Florida Chap- ter, past president of the American Advertising Federation Southwest Florida chapter, serves on the Digital Design Advisory Board for High Tech North, has served on a number of non- profit boards and is a triathlete in her spare time. Samantha is presenting at the Powers- ports Business Institute @ AIMExpo for the second time. BRAD SMITH ARI NETWORK SERVICES Brad is vice president of Product Management at ARI Network Services. Brad has driven the development of innovative website and eCat- alog software in the industry for more than seven years, with a specialized focus on helping dealers grow sales through the combination of technology and rich product information. He is an avid motorcyclist and holds an MBA in mar- keting and bachelor's in web and digital media design from the University of Wisconsin. ERIK STEPHENS TWISTED THROTTLE Erik is the founder and CEO of Twisted Throttle, a manu- facturer and distributor of parts, gear and accessories for adventure riding and sport-touring. Founded in 2002 at the beginning of the adventure riding movement, Twisted Throttle now has distribu- tion operations in both the U.S. and Canada, designs and produces several house brands of adventure accessories, employs more than 40 staff members and participates in dozens of dual sport events annually. Its Factory Store in Exeter, Rhode Island, serves as a design lab for creating the perfect adventure riding destina- tion, including an on-site cafe, campground, learning center, service shop, retail store, pro- totyping lab and host of frequent community events. Erik's past business lives include running a three-crew house painting company at the age of 18, moonlighting as a trombone player in Philadelphia-area rock bands during col- lege and working as a consulting engineer in the environmental industry. After being nicknamed "The Terminator" for wearing race leathers to a law firm board meeting, Erik per- manently traded in his corporate office chair for an adventure bike when his side gig of organiz- ing group buys of V-Strom luggage grew more than he expected and turned into a full-time distribution business. GART SUTTON GART SUTTON & ASSOCIATES An internationally recog- nized speaker and educator, Gart Sutton is the president of Gart Sutton & Associates, Inc., a company he founded in 1980. His retailing background has been a family tradition since his grandfather opened a Los Angeles Ford dealership in 1921. While Gart's expertise is in sales, he has worked in every facet of the vehicle retail business. His business acumen is built on a strong founda- tion of formal education (business and psychol- ogy degrees) and real-world experience (retail management). Gart has been a powersports industry man- agement consultant for more than 30 years. His skill set includes facilitating educational workshops, moderating dealer groups, con- ducting industry research, developing training solutions for powersports manufacturers and conducting on-site dealership training and consulting. He has moderated multiple pow- ersports 20-group meetings in the U.S. and Canada for many years. Gart has authored over a dozen industry books and spoken to thousands of retailers, manufacturers and distributors worldwide. His featured columns have been seen in Powers- ports Business, Motorcycle Product News and Boating Industry magazines. His ride exploits can be found on his blog at gartrides.com. Gart is presenting at the Pow- ersports Business Institute @ AIMExpo for the second time. DR. DEBORAH WATTS 2400 WATTS CONSULTING Dr. Watts conducted train- ing and development ses- sions for the America's PowerSports dealerships from 1998-2006. Today she teaches Organizational Development and Man- agement, as well as serving as the director of Graduate Student Services in the College of Business at Lipscomb University in Nashville. She has provided keynote speeches on a range of business-oriented topics. PSB PSBI SPEAKERS CONTINUED FROM PAGE 12 Believe it or not, we're already in the planning stages of the 2015 Powers- ports Business Institute @ AIMExpo in Orlando, and we hope you are also. If you would like to be considered as a speaker for next year's event — or would like to recommend a speaker — simply send an email to Powersports Business editor in chief Dave McMahon. He is at dmcmahon@powersportsbusiness. com. He will add you to the distribution list when PSB launches the Call for Pre- sentations in early 2015. Another great way to keep abreast of all things related to the PSB Institute and speaking is to subscribe to the Powersports Business Enewsletter, which is distributed three times weekly. Subscribe to the Enewslet- ter by going to powersportsbusiness. com/newsletter-signup. BECOME A 2015 PSBI SPEAKER