Issue link: https://read.dmtmag.com/i/410960
10 • October 6, 2014 • Powersports Business NEWS www.PowersportsBusiness.com Don't miss the Powersports Business Institute @ AIMExpo during your time in Orlando. Conveniently located in the meeting rooms adjacent to the Exhibit Hall, the PSB Institute @ AIMExpo is once again loaded with profit- building sessions. All for free, with no regis- tration required. Just pick out your favorite topics and walk right into Rooms 206A (Sales & Marketing Track), 206BC (Digital Solu- tions Track sponsored by Dominion Powers- ports Solutions), 205A (Service & Operations) and 205BC (Powering Profits sponsored by McGraw Powersports Group). The Powersports Business Institute @ AIMExpo is brought to you by CDK Global and STA-BIL. Here's a closer look at the class descriptions. For the complete lineup of days and times, turn to Page 20. RANDY BARONE Finding the Right Inventory: 7 Proven methods to acquire the right inventory to maximize profits Dealers and their management teams will receive the latest in techniques to find the inventory for their dealerships. These methods include knowing what units bring you the most profit and where those units are located (auc- tion, other dealerships, etc.). We'll also look at how to use a fully automated process to find, value and acquire the right of units along with building a huge wholesale profit center, as well as managing trade closing ratios and tracking missed appraisals. TY BELLO Coaching Your Team to Improve Customer Service and Upselling Opportunities: Scripting to increase sales and improve the customer experience Strategically scripting how we interact with our customers has long proven to be beneficial. We will share ways to increase the overall customer experience, change ordinary interactions with customers into opportuni- ties to upsell, and share coaching tips to raise the bar with your team for customer service and selling. AMANDA BLACKSTONE General Manager 201: The Top 10 characteris- tics for GM success How do the top performing general man- agers take their stores to a higher level of per- formance? We'll look at the Top 10 traits that successful GMs bring to their stores, and how you can add them to your daily operations. JASON BRECKENRIDGE I Can Fix It with a Screwdriver, So Hand Me That Hammer. Turning your daily business tools, including phone, CRM, website and recep- tionist, from expenses into revenue sources RON CARIKER Mobile Marketing: What should it really mean for the powersports industry? Mobile is fast becoming the most talked about, and possibly the most misunderstood, marketing medium we have today. A clearly defined mobile strategy can have a dramatic impact on the bottom line of your business. From apps to advertising you will learn why your dealership cannot afford to ignore this incredible marketing opportunity. CRAIG CERVENKA Google Local: How dealers can beat Amazon and eBay with the search engine's new service that helps retailers attract local customers With 74 percent of customers conduct- ing online research before they make their in-store purchase, there's a great oppor- tunity for dealers to reclaim their P&A sales — if they can connect to customer needs. We'll show dealers how to use Google Local, the latest service from the search engine leader that connects desktop, mobile, tablet (and maybe even wearable technology) to connect shoppers to their "offline" inventories. Dealers will learn the impact of local shopping to address their omni-channel shopping strategy as well as the steps required to implement Google Local. PAULA CROSBIE How Does Your Dealership Measure Up? Indus- try benchmarks on technician efficiency rate, P&A margins and major units What should your technician efficiency rate be? What are average margins on P&A and major units, separating bike segments? How do you figure out where you measure in comparison to these benchmarks? We'll start from here and take a much deeper look at how to use the benchmarks to enhance your dealership's operations. SAM DANTZLER ESI Fuels CSI: Increasing Employee Satisfaction Index to fuel your Customer Satisfaction Index. With so many OEMs focused on CSI (Customer Satisfaction Index) scores, deal- ers are often frustrated at the lack of cus- tomer response to the surveys. The response rate is a direct reflection of the store's ESI (Employee Satisfaction Index), yet so many dealers overlook this critical ingredient. In this session, find out how to boost your ESI, therefore organically increasing your CSI. 2 birds ... 1 stone. Learn more about the PSB Institute sessions