Dealership Performance Training

Wednesday, August 31, 2022
All sessions will be held at the Music City Center


Don't forget your tickets!

Tickets are required for select hands-on workshops and the keynote luncheon, but recommended for all educational events to ensure priority entry. Click the appropriate button below to register for classes or modify your selections.

 

Dealer Registration                 Exhibitor Registration

 

For questions or assistance regarding the registration process, please reach out to LeAnna Koerner at 727-360-0304 x108 or leanna@natda.org.


 

 

10:00am - 10:50am

Be a "Monday Morning Quarterback" on Saturday

Speaker: Frank J. Zych Jr. (Hilb Group New England, DBA, HR Knowlege)

(Exhibitors Allowed)

We all know a “Monday Morning Quarterback.” This is the person who says after the game, “If only they had passed instead of run.” This is the second guesser.

Unfortunately, HR Knowledge, as consultants, are put in this role way too often.

Many times, they are called in to undo what has already been done (or not been done) to help our clients manage their HR challenges.

HR Knowledge is in the position of saying “If only…” In this presentation, HR Knowledge’s Frank J. Zych Jr. will look at the most common and important “If onlys” his clients face and the importance of being a “Monday Morning Quarterback” on Saturday.

Who Should Attend: HR Managers, Marketing Managers, Office Managers, Operations Managers, Owners, Sales Managers


11:00am - 11:50am

Government-mandated Corporate Retirement Plans & Planning Solutions

Speakers: Jeff J. Kim (Larchmont Financial) and Chris Castro (Transamerica)

(Exhibitors Allowed)

Many states now require business to participate in a State-mandated Retirement Savings Program if they do not offer private plans for their employees.  Larchmont Financial and Transamerica have designed a timely educational workshop for NATDA members and Trailer Show attendees that will cover the following topics:

  • The current landscape of the government-mandated retirement programs
  • Exploring federal tax credits to help offset the cost of your company retirement plans
  • How incorporating company retirement plans can benefit business owners and C-Suites and using them to recruit and retain key employees
  • How NATDA can assist your company to be in compliance with your state

Who Should Attend: HR Managers, Office Managers, Operations Managers, Owners


2:00pm - 2:50pm

Solving Your People Puzzle

Speaker: Matt McKinley (Unconscious Momentum)

(Exhibitors Allowed)

EVERYTHING in BUSINESS is about RELATIONSHIPS!

The relationships with your customers, your employees and co-workers, vendors, bankers, accountants, and delivery drivers ALL play a major part in the success of your business. Relationships begin with communication.  Whoever has the most flexibility in the communication will also have the most influence in the relationship.

In this highly interactive presentation, participants will gain a clear understanding of the basic personality and behavior patterns of people. Understanding these patterns are the foundation for better communication so that trust can be grown with customers, stronger team environments can take shape, and the hiring and retaining of employees can become part of the business culture.  During this session, participants will gain insights in…

  • Self-Discovery: Understanding You
  • Understanding Others: Employees, Customers, Partners, Children, Siblings
  • The Ability to Adapt to Create Better Relationships: Adapting to Another to Gain Rappor
  • Understanding Basic Patterns of Team Dynamics: Building on the Relationship

As a fellow trailer dealership owner, Matt McKinley can attest first-hand to the successful results of implementing this model in a dealership, with the team and their families, and in the community.  By the end of the session, participants will leave with (2) very specific skills that can be used immediately in identifying common patterns in people and ultimately improve communication and relationships with anyone they meet.

Who Should Attend: HR Managers, Marketing Managers, Office Managers, Operations Managers, Owners, Sales Managers

 

 

2:00pm - 2:50pm

How to Create a Powerful Social Media Presence with Limited Resources

Speaker: Kent Lewis (Anvil Media)

(Exhibitors Allowed)

Since the early days of forums and blogs, social media has evolved significantly with platforms like TikTok and Clubhouse growing in popularity.  Unfortunately, many trailer dealers and smaller manufacturers are still struggling to consistently create and promote compelling content across popular platforms like Facebook, Instagram, Twitter, Pinterest, YouTube and even LinkedIn. This session provides six strategies and tactics for anyone with limited time and resources interested in creating a more visible and engaging presences in social media. Strategies and tactics covered include video, audio, recycled content, syndication and measurement strategies. From this session, you will gain insights that will help amplify your reach engagement and lead flow via popular and emerging social media platforms.

Who should attend: Marketers, Marketing Managers, Owners


3:00pm - 3:50pm

Social Media Marketing Clinic: Real-time Insights and Recommendations to Maximize your Online Presence

Speaker: Kent Lewis (Anvil Media)

Building on the introduction session, “How to Create a Powerful Social Media Presence with Limited Resources,” this clinic provides real-world insights in front of the live audience.  In this session, Anvil President Kent Lewis will ask for volunteers from the audience to share their trailer dealership name, location and website. From there, Lewis will review their online presence, including the website and social media profiles and provide real-time feedback.  The clinic benefits all attendees, not just those brave enough to share their business for review.  Feedback will include what’s working and wares of improvement across active social platforms, including maximizing reach and engagement.  Lewis may also look for social media integration with the current website, content strategy and even touch on SEO, reviews and local search. Leave this session with actionable takeaways that will improve your current social media presence.

Who Should Attend: Marketers, Marketing Managers, Owners


4:00pm - 5:00pm

Tech Panel Discussion: The Future of Tech and This Industry

Host: Johnathan Aguero (Blackpurl Technologies)

The future is now! And technology is transforming this industry like never before. The catalyst? How applications share data. Connectivity is the future. Put another way: “Connectivity between dealership applications will become one of the biggest areas for improvement efficiency.”

Join us for an interactive panel discussion where leading tech providers, innovative dealers, and host Johnathan Aguero cut through all the fluff and talk about where the industry is today, where it is heading tomorrow, and what dealers should be preparing for in the months ahead.

If you’re building out a client-centric strategy, looking to improve your tech stack, or just want to get a glimpse into the future of the trailer industry – this panel is for you.

Panelists: Graham Anderson (KENECT), Shane Thompson (Action Trailers), David Mitchell (Dealer Spike), Alex Ponce (Dealership Performance 360 CRM), Jim Frost (Hitchin Trailers)

Who Should Attend: Marketers, Marketing Managers, Office Managers, Operations Managers, Owners, Sales Managers, Salespersons, Service Managers

 

 

10:00am - 10:50am

Mid-year 2022 Data for Light to Medium-duty Trailer Registration

Speaker: Jeff Jones (Statistical Surveys, Inc.)

(Exhibitors Allowed)

National trends do not equal local trends, so staying abreast of your market conditions can assist you in stocking the correct products thus increasing your sales opportunities. Join Statistical Surveys, Inc.’s Jeff Jones has he analyzes mid-year light to medium-duty trailer registration data, allowing you to maximize the success of your prospecting and retention marketing efforts to result in higher sales, lower costs, and greater return on investment.

Who Should Attend: Office Managers, Operations Managers, Owners.


Theft Prevention Techniques

Speaker: Jared Medhus (Galeo)

Trailer theft is a growing problem. For small contractors especially, it's a painful experience to deal with the police report and insurance claim, but more importantly the downtime can be detrimental to their business. Help your customers protect their investments and their livelihood. In this session, Jared Medhus will cover a variety of techniques, some old and some new, that both you and your customers can implement to prevent trailer theft.

Who Should Attend: Office Managers, Operations Managers, Owners


11:00am - 11:50am

How to Turbo-charge your Tech Stack in 2022

Speaker: Johnathan Aguero (Blackpurl Technologies)

Dealers today have more technology at their fingertips than ever before.  But too often, they become overwhelmed with all the options and end up building a tech stack that actually limits rather than increases their team’s productivity – so what should you do?

Join Johnathan Aguero from Blackpurl as he breaks down the technology supplier landscape and explains what dealers need to focus on when selecting a solution for their shop.

After this talk, you’ll have a clear understanding of how to discover new technologies, what questions to ask a tech provider, and how to properly measure a solution’s overall impact once implemented at your dealership.

Who Should Attend: Office Managers, Operations Managers, Owners, Sales Managers, Service Managers


2:00pm - 2:30pm

Overhead - Business Operating Cost Forum

Speaker: Bob Woodward (Belfield Management Solutions)

(Exhibitors Allowed)

Why is it important to know your true business operating cost? Because it directly impacts your financial performance and profit margin. One of the worst possible scenarios in a business is planning to make a profit and instead losing money after a period's operation.

Correctly calculating and knowing your business overhead rate provides a key performance factor for determining how much your company must charge for its products and/or services in order to generate a desired level of profit.

In our upcoming Business Operating Cost – Overhead Forum, we will discuss the different types of business overhead. We will also present the ways to correctly calculate the rates and the factor for overhead and labor burden, i.e., the hidden costs associated with maintaining employees - the additional costs you as an employer are paying to have employees.

Knowing the factor for overhead and labor burden will give you real insight into what it actually costs you to run your business profitably, including what an employee is actually costing you. This burdened labor cost, if used correctly, can help you in determining employee productivity levels.

Who Should Attend: Office Managers, Operations Managers, Owners


3:00pm - 3:30pm

Supply Chain Management (SCM) Issues and Opportunities

Speaker: Joe Pfeiffer (Belfield Management Solutions)

Bob Woodward of Belfield Management Solutions discusses the various issues and opportunities a business may experience when managing its supply chain which encompasses the movement and storage management of raw materials and finished goods into and out of a business. These applications are heavily dependent on effective data collection, analysis, and reporting to optimize time, quality of service, and expenses.

Who Should Attend: Operations Managers, Owners, Purchasing Managers, Sales Managers


3:00pm - 3:50pm

Economic and Trailer Industry Outlook

Speaker: Charles Dougherty (Wells Fargo Commercial Distribution Finance)

(Exhibitors Allowed)

Please join Wells Fargo’s Charles Dougherty as he discusses the prospects for the U.S. Economy amid rising geopolitical risks, supply chain disruptions, labor shortages and mounting inflation pressures.  Special focus will be paid to the economic drivers of the trailer industry as well as an outlook for the manufacturing and transportation sectors.

Who Should Attend: Operations Managers, Owners, Purchasing Managers, Sales Managers, Salespersons


How to Manage the Manufacturer-Dealer Relationship: A Fundamental Guide for Both New and Experienced Dealers 

With supply chains more congested than ever before, it’s more important than ever to have a communicative relationship with both your consumers AND your manufacturers.  30-year industry veteran David Whitlock, who has worked at both the dealership and manufacturing level, will discuss key tips and techniques to ensure the line of communication from manufacturer to consumer stays in perfect shape.  Topics that will be discussed in this presentation include: 

  • Knowing your market and the “300 Magic Mile Radius”
  • Understanding a Manufacturer’s unique lead times and forecasting your inventory accordingly
  • Stocking to sell, and selling products at profit versus an aged inventory
  • Leveraging manufacturer incentives and negotiating on the out the door price
  • Incorporating weekly team interviews to communicate big picture ideas while focusing on the small details
  • Adding additional profit centers, including rental programs, finance programs, warranties and parts to supplement your business

Who Should Attend: Operations Managers, Onwners, Purchasing Managers, Sales Managers, Salespersons


4:00pm - 5:00pm

Dealer Operations Roundtable

Moderater: David Whitlock (Trailer Specialist Consultant)

Join David Whitlock as he moderates a dealer roundtable, offering opportunities for dealers to discuss important topics, learn new ways of business, and address similar concerns with other dealers around North America in a small-group setting. Limited seating is available, so please reserve your seat for this event as soon as possible.

Who Should Attend: HR Managers, Marketing Managers, Office Managers, Operations Managers, Owners, Purchasing Managers, Sales Managers


Tech Panel Discussion: The Future of Tech and This Industry

Host: Johnathan Aguero (Blackpurl Technologies)

The future is now! And technology is transforming this industry like never before. The catalyst? How applications share data. Connectivity is the future. Put another way: “Connectivity between dealership applications will become one of the biggest areas for improvement efficiency.”

Join us for an interactive panel discussion where leading tech providers, innovative dealers, and host Johnathan Aguero cut through all the fluff and talk about where the industry is today, where it is heading tomorrow, and what dealers should be preparing for in the months ahead.

If you’re building out a client-centric strategy, looking to improve your tech stack, or just want to get a glimpse into the future of the trailer industry – this panel is for you.

Panelists: Graham Anderson (KENECT), Shane Thompson (Action Trailers), David Mitchell (Dealer Spike), Alex Ponce (Dealership Performance 360 CRM), Jim Frost (Hitchin Trailers)

Who Should Attend: Marketers, Marketing Managers, Office Managers, Operations Managers, Owners, Sales Managers, Salespersons, Service Managers

 

 

8:00am - 12:00pm

WORKSHOP: Proper Dealer Service Techniques for Trailer Axles and Electric Brakes sponsored by Dexter (TICKET REQUIRED)

Instructor: Bill Snider (Dexter)

This is a combined classroom/hands-on course taught from an axle manufacturer’s service perspective.  The course includes practical techniques for thorough trailer axle service and reduced repair cycle times; including error-proofing to result in maximum customer satisfaction and minimized returns or call-backs.  The course subject matter and training equipment address routine service covering the majority of axles serviced by NATDA members:  Axles ranging up to 8000 pounds individual capacity with electrically operated brake systems.  The curriculum is arranged for technicians with less than five years of service; but will include tools and techniques that may be of interest to a wider audience and those who desire refresher training.  Attendees will receive certificates documenting the four hours of training. 

The course will include:

  • Safety considerations when servicing axles and brakes
  • Proper axle bearing, hub, and spindle assembly; tools; and techniques
  • Electric brake theory of operation
  • Drum brake burnishing and adjustment
  • Electric brake controller introduction
  • Brake and trailer wiring harness electrical troubleshooting
  • Servicing electric brakes
  • Tow Assist system overview
  • Wheel attachment considerations

Who Should Attend: Owners, Service Managers, Technicians


WORKSHOP: Hydraulic Systems Technician sponsored by Premium Supply (TICKET REQUIRED)

Instructor: Jeff Murphy (Premium Supply)

The “Hydraulic Systems Technician” training course will provide technicians and service advisors with a thorough understanding of hydraulic lift mechanisms, battery optimization methods, cylinder operation and more.

Participants will learn and/or demonstrate an understanding of the following:

  • Various types and classes of lift mechanisms
  • Basic understanding, maintenance and troubleshooting of DC hydraulic power units
  • Understanding of the complete hydraulic systems and their interrelated components
  • Wiring of 12-volt vehicle electrical systems for hydraulic systems
  • Battery Optimizer System, installation, service and maintenance
  • Hydraulic Cylinder operation, trouble shooting and maintenance

Additionally, there will be a component of training that is designed for technicians and/or service advisors to help customers determine the correct equipment for their specific needs as well as how to professionally orientate customers on the proper use and maintenance of their hydraulic-driven dump systems.

The course will include “hands-on” training and will give participants the opportunity to demonstrate their competency in the subjects covered, followed by a written examination to qualify for this basic certificate of completion.

Who Should Attend: Owners, Service Managers, Technicians


10:00am - 10:50am

4 Simple Changes for Record Service Profits

Speaker: Ken Barnes (DealerPRO Training)

Ken Barnes will show Owners and Managers four simple ways to increase service profits through employee compensation that motivates, how to train a team for growth, how to evaluate shop capacity (including what to measure daily) and how to increase labor margin.

Who Should Attend: Operations Managers, Owners, Service Managers, Technicians


11:00am - 11:50am

How to Streamline Service Department Communication: Tips for the Digital Age

Speaker: Graham Anderson (Kenect)

Kenect conducted a survey of over 100 trailer dealers to learn, from them, what their biggest challenges are - specifically in their service department.  In this presentation, Kenect’s McKay Allen will reveal survey results that discuss the biggest issues trailer dealers are having in their service department and how to solve them.  [Spoiler alert: many of the responses were about communication challenges in the service department].

Allen will discuss how to be proactive in a service department, how to avoid phone tag, and how to be transparent and clear with your customers.

Trailer dealers are consistently worried about their service department.  This presentation will reveal how they can improve it.

Who Should Attend: Marketers, Marketing Managers, Operations Managers, Owners, Service Managers, Technicians


2:00pm - 2:50pm

4 Simple Changes for Record Service Profits

Speaker: Ken Barnes (DealerPRO Training)

Ken Barnes will show Owners and Managers four simple ways to increase service profits through employee compensation that motivates, how to train a team for growth, how to evaluate shop capacity (including what to measure daily) and how to increase labor margin.

Who Should Attend: Operations Managers, Owners, Service Managers, Technicians


2:00pm - 6:00pm

WORKSHOP: Advanced Trailer Axle Service, Suspensions, Hydraulic Brakes and Air Brakes sponsored by Dexter (TICKET REQUIRED)

Instructor: Bill Snider (Dexter)

This is a combined classroom/hands-on course taught with an expanded service emphasis on axle suspensions and braking systems.   The training equipment will address axles up to 8,000 pounds individual capacity, class examples will extend into medium duty applications of greater capacity.  Service techniques discussed will emphasize suspensions and brakes, but the curriculum will also address some special purpose, rental, agricultural, and marine applications.   The curriculum is arranged for technicians with more than five years of service, those who otherwise have attained the knowledge covered in the earlier course, or those with additional interest in the subjects below.   Attendees will receive certificates documenting the four hours of training. 

The course will include:

  • State brake law summary
  • Properly specifying replacement axle assemblies
  • Medium duty axle bearings and seals
  • Leaf spring suspensions and service
  • Torsion axle theory, ride height, and service
  • Tow vehicle electric brake controller troubleshooting
  • Electric/Hydraulic brake pumps
  • Surge hydraulic brake systems
  • Hydraulic drum and disc brake service
  • Hydraulic brake system bleeding
  • Air brake introduction
  • Trailer alignment troubleshooting

Who Should Attend: Owners, Service Managers, Technicians


WORKSHOP: Hydraulic Systems Technician sponsored by Premium Supply (TICKET REQUIRED)

Instructor: Jeff Murphy (Premium Supply)

The “Hydraulic Systems Technician” training course will provide technicians and service advisors with a thorough understanding of hydraulic lift mechanisms, battery optimization methods, cylinder operation and more.

Participants will learn and/or demonstrate an understanding of the following:

  • Various types and classes of lift mechanisms
  • Basic understanding, maintenance and troubleshooting of DC hydraulic power units
  • Understanding of the complete hydraulic systems and their interrelated components
  • Wiring of 12-volt vehicle electrical systems for hydraulic systems
  • Battery Optimizer System, installation, service and maintenance
  • Hydraulic Cylinder operation, trouble shooting and maintenance

Additionally, there will be a component of training that is designed for technicians and/or service advisors to help customers determine the correct equipment for their specific needs as well as how to professionally orientate customers on the proper use and maintenance of their hydraulic-driven dump systems.

The course will include “hands-on” training and will give participants the opportunity to demonstrate their competency in the subjects covered, followed by a written examination to qualify for this basic certificate of completion.

Who Should Attend: Owners, Service Managers, Technicians


Reserve your tickets now!

Tickets are required for select hands-on workshops and the keynote luncheon, but recommended for all educational events to ensure priority entry. Click the appropriate button below to register for classes or modify your selections.

Dealer Registration                 Exhibitor Registration

 

For questions or assistance regarding the registration process, please reach out to LeAnna Koerner at 727-360-0304 x108 or leanna@natda.org.