2010 Trade Show University

Sales Management

Train your team to sell more Trailers

Boost Your Sales – Immediately! – The most important thing you can do to improve your business is to sell more trailers. In this fast paced session, John Underwood will help you understand why you aren’t making all the sales you could and what to do about it. John’s customers in this industry have seen tremendous sales increases. Come learn his program and the three things you can start doing immediately to capture more sales.

Building your Customer Follow-up Process

Studies show that 72% of prospective buyers rank the dealership’s follow-up as the #1 reason they return to a dealership to buy. Yet most dealerships have no effective follow-up process in place. The easiest and most cost effective thing you can do to increase your sales is to put a process in place and insist your people use it. This session will teach you what this process must include and how you can start building your sales pipeline right away.

The New Marketing – The Internet and Social Media

Everyone is using the Internet. 84% of consumers say they start their search for products and services on-line, but building a web site does not mean the world will beat a path to your door. Learn from experienced experts how to build your Internet Traffic through Internet Marketing and Social Networking. The Internet is a rapidly changing playing field, but there are things you can do to learn how to play this game well. Don’t be left behind!

Sales Strategy Off-Site at Special Events

Have you ever spent thousands on a show and then sold nothing? A successful show or special event involves a lot more that getting your trailers and sales people to the booth on time. In this fast paced session, three experts will share: what you can do before the show to build traffic; how to maximize your sales at the show; and what to do immediately following the show to keep traffic coming to your dealership.

Business & Financial Management

Unlocking the Secret of Variable Gross Profit

There are many different ways to measure how you are doing, but only one will give you the power, flexibility and control you need to know what is happening every day and to be able influence what will happen every day. In this session Chad Carr of Rainmaker will take you step-by-step through calculating Variable Gross Profit for sales and for your business and show you how to use these numbers to make better decisions every day.

Getting your Product Mix Right

This session will put into practical terms how to best use the floorplan dollars available to make sure you have just the right mix of “fresh” inventory your customers are going to want to buy. Break away from the mistake of simply ordering product recommended by your manufacturers. Stay ahead of the game and your competition by folding what your buying public wants from you now into what has sold the best for you in the recent past. A portion of this session will also deal with how to set the pricing for your units to make sure you get the highest profit penetration from your geographical market.

Break Even Strategies

Learn the how to structure your business to stay profitable and have positive cash flow no matter what is happening in the national economy or the local market place. Stop walking around in circles not knowing if you are profitable or losing money or wondering what miracle needs to happen for you to get the cash to get through the next payroll. These basic “street smart” strategies will give you the tolls you need to regain control over your business. During this session we will review the simple document that doubles as the treasure map that shows where your cash is hidden.

Fundamental Truths of Business

What will happen within the business and banking environment in this country over the next several years? Hear what a 35-year consulting experience of four business downturns and recoveries has come to depend upon and what works - no matter if we are coming upon the worst economy in this country ever. Stop thinking you are powerless to control your own destiny. This session will include what Owners can expect to deal with on a worst-case basis over the next five years and how to survive and thrive while others continue to struggle.

Parts & Service Management

Parts Merchandising

Turning your Parts Inventory into a Profit Center – Are you still treating Parts as a necessary Evil? We will share how to make parts a profitable part of your retail strategy. A well-merchandised store will bring in new prospects; repeat customers and will funnel work to your service department. Learn the secrets that will help turn what is usually an afterthought (your parts store) into a key component of your business success.

Parts Inventory Management

Every major business sector has moved away from maintaining huge parts inventories and you should too. But how do you make sure you have the right part when someone is there looking to buy it? Learn from the experts how to right size your inventory so you can maximize profits without tying up too much cash in your parts inventory. You will be able to apply the practical lessons from this course to start saving money immediately while supercharging the long-term profits from your parts department.

Building an Internet Parts Business

Your customer’s buy parts and they use the Internet, why not let them buy parts from your website? Learn what it will take for you to actually make money selling on-line. Understand how to advertise on-line to drive new traffic to your website and not just cherry-pick your store. Learn how an on-line sales presence can not only boost your revenue, but also help you keep your customers coming back for service and new trailers!

Find the cash in your Service Department

The Devil is in the Details, and the Details are in the Service Department. Small changes in your process can make a big impact on your bottom line. This session will help you identify new sources of revenue, ways to reduce loss and how to turn your Sales Department into a marketing tool for the rest of your company. Your investment in a shop should be making you money. If it’s not, you need to come here and find out which of the common mistakes you are making.