TRACK SESSIONS

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SALES

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LEADERSHIP

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MARKETING

SERVICE-PLUS

SALES TRACK

Tuesday Dec. 11th 

8:00 - 9:15 a.m.

Gain a Trust Edge Over the Competition

By: David Horsager

WALK AWAY WITH: The steps to create a 90-Day Quick Plan for you and your team, and access to the 2018 Trust Outlook research and Monthly Trust Brief.

/INTERMEDIATE/ 

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10:30-11:45 a.m.

Three Strikes, and You're NOT Out in F&I

By: DJ Stringer

WALK AWAY WITH: An objection role-play worksheet for F&I team training.

/INTERMEDIATE/

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4:15 - 5:30 p.m.

Develop Your Sales Staff's Mental Toughness

By: Kirk Armstrong

WALK AWAY WITH: A training guide including recovery systems and techniques used by Navy SEALs to stay mentally tough.

/INTERMEDIATE/

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Wednesday Dec. 12th 

8:00 - 9:15 a.m.

Assess, Develop & Coach Your Sales Team

By: Ty Bello

WALK AWAY WITH: An assessment tool to better understand your multi-generational sales team, and a clear understanding of their sales profile, how to develop and grow both themselves and the team, and how coaching can impact their sales results.

/ADVANCED/ 

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12:45 - 2:00 p.m.

Optimize Sales Lead Performance for Maximum Return

By: Bob McCann

WALK AWAY WITH: Personalized mystery shop results and tangible tools and examples that can quickly be implemented to tighten your existing internet sales process or create one.

/INTERMEDIATE/

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LEADERSHIP TRACK

Tuesday Dec. 11th 

Wednesday Dec. 12th 

8:00 - 9:15 a.m.

The Normalization Deviance: A Silent Profit Killer

By: Tony Gonzalez

WALK AWAY WITH: The Five Styles of Leadership that can be used to overcome Normalization of Deviance.

/ADVANCED/ 

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8:00 - 9:15 a.m.

Become Bulletproof for the Next Recession

By: John Spader

WALK AWAY WITH: A checklist of metrics you can use to measure your readiness and that of your dealership.

/ADVANCED/ 

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10:30 - 11:45 a.m.

Prepare a Transition Plan That Works

By: David Spader

WALK AWAY WITH: A business transition readiness assessment, a key player transition plan tool, and a strategy for determining which of the 10 transition options are best for you.

/INTERMEDIATE/

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12:45 - 2:00 p.m.

Strengthen Your Dealership's Workforce

By: Ty Bello

WALK AWAY WITH: A recruiting and interviewing process, the top 10 recruiting strategies, the STAR Interviewing Technique, a candidate evaluation form, sample interview questions, and an onboarding process designed to improve employee retention.

/INTERMEDIATE/

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4:15 - 5:30 p.m.

3 Tools to Lead Your Managers

By: Michael Rees

WALK AWAY WITH: A workbook containing 3 accountability tools you can customize for your dealership.

/ADVANCED/

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MARKETING TRACK

Tuesday Dec. 11th 

Wednesday Dec. 12th 

8:00 - 9:15 a.m.

Create the Ultimate Website User Experience

By: Marcus Sheridan, Marcus Sheridan International, Inc.

WALK AWAY WITH: A checklist of specific elements you should incorporate into your website to create a great user experience.

/INTERMEDIATE/ 

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10:30 - 11:45 a.m.

Implement Digital Into Your Sales Process

By: Rich Delancey, Level 5 Advertising 

WALK AWAY WITH: Successful mediums and mechanisms for follow up, including email templates and phone scripts.

 /ADVANCED/

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8:00 - 9:15 a.m.

Market Like Garth Brooks

By: Brian Barlow, The Pineapple Society

WALK AWAY WITH: Strategies for creating bondable loyalty with current and future customers, using the power of social media to create a super-star following and building value instead of promoting price and product features.

/FUNDAMENTAL/ 

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12:45 - 2:00 p.m.

Sales Attribution: The Secret Sauce Behind Smart Marketing and Bigger Profits 

By: Evan Davis, OneWater Marine

WALK AWAY WITH: An ROI formula that you can use to quickly and immediately make informed marketing decisions and a sales attribution worksheet that will help you build an effective tracking system that yields actionable data.

/ADVANCED/

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4:15 - 5:30 p.m.

Two Marketing Metrics That Can Increase Sales and Lower Costs

By: Jim Ackerman, Ascend Marketing

WALK AWAY WITH: A clear understanding of the Lifetime Profit Value of a Customer and the Cost of Acquisition and how to use both to manage your marketing efforts for greater results at a lower cost.   

 /ADVANCED/

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SERVICE-PLUS TRACK

Tuesday Dec. 11th 

Wednesday Dec. 12th 

8:00 - 9:15 a.m.

Rethink How You Find Great Techs and Advisors

By: Max Materne, Garage Composites

WALK AWAY WITH: Sample career paths for your Service Department that you can customize to fit your dealership.

/INTERMEDIATE/ 

10:30 - 11:45 a.m.

The Internet is Killing Your Parts & Accessories Biz? Think Again.

By: Sam Dantzler, Garage Composites

WALK AWAY WITH: A self-assessment to help you gauge the health of your Parts & Accessories Department and identify opportunities for improvement.

/INTERMEDIATE/

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8:00 - 9:15 a.m.

Improve Revenue, Efficiency and CSI with an Active Delivery Process

By: David Foco, A World of Training

WALK AWAY WITH: The guidance you need to adopt the Active Delivery Process and train your team to successfully execute it.

/INTERMEDIATE/ 

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12:45 - 2:00 p.m.

The Changing Face of Service Efficiency

By: Jim Million

WALK AWAY WITH: Worksheets for computing efficiency, productivity and proficiency; a list of automated technologies to research for use in your service department; a recommended reading list and more.

/ADVANCED/

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4:15 - 5:30 p.m.

Fix It Right: Then and Now

By: Valerie Ziebron

WALK AWAY WITH: Golden Nugget Best Practices for providing excellent service consistently in today’s marketplace to today’s customer.

/INTERMEDIATE/

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Copyright 2018 by Marine Retailers Association of the Americas