Dealer education takes center stage at Dealer Expo: List of seminars

Publish Date: 
Dec 6, 2012

THERE ARE MORE THAN TWO-DOZEN dealer management, sales, marketing and service seminars planned by Dealership University for the 2013 Dealer Expo, Feb. 15-17 in Indianapolis -- and all of them are FREE with your attendee registration. For information, visit
(Schedule Updated Jan. 9, 2013)


Behind the Curtain of the Dealer LAB: Understand the Power of Management by the Numbers
Saturday, Feb. 16 – 8 a.m. to 9 a.m.
Successfully managing a dealership requires more than experience and gut instinct; you need timely and accurate financial data. If you make staffing decisions with your heart, you’re only going to get a heart attack, says consultant Bill Shenk. To sell units and maximize your profits, you must have quality people, a quality process, and make decisions based on facts. The Dealer LAB project, the popular editorial series that is a joint venture between Dealernews and PowerHouse Dealer Services and sponsored by Manheim, chronicles Shenk’s attempts to return a once-failing business, Destination Powersports in Punta Gorda, Fla., to profitability. In this session, Shenk will candidly share his challenges so far with staff turnover, moving to a new location, satisfying OEM requirements, obtaining financing, and much more.

Bill Shenk is the founder of PowerHouse Dealer Services, one of the largest independent 20 Group organizations in the industry. An expert licensed road racer who owned his first dealership by the time he was 30, Shenk has always liked to move fast. In the 1980s he helped Lightspeed’s founders design their new dealership management system, and then later developed FasTrak, his own automated reporting system for dealers. Shenk is a regular contributor to Dealernews through the Dealer LAB project.


Data Back Industry Trends: The Difference Between Good Dealers and Great Dealers
Friday, Feb. 15 – 10:30 a.m. to 11:30 a.m.
Are you measuring your dealership data accurately? Can you compare your store’s performance with national and regional averages? With the right information, your parts department can identify regional trends such as average sale per ticket, percentage of discounted tickets and salesperson rankings. Your service department can evaluate average revenue per repair order, compare labor rates and more. And in sales, you can determine your most profitable customers and find out whether your margins are increasing, declining or holding. You can’t improve it if you can’t track it — and you can’t track it without a point of reference. In this cross-departmental session, industry veteran Hal Ethington will show you the difference between good data and great data, and using it to build your bottom line.

Harold D. “Hal” Ethington brings to the industry more than 40 years of experience as owner, accountant, computer program developer and, for the past 23 years, analyst and classroom instructor with ADP Lightspeed. With the ability to collect, analyze and understand industry data, Hal has been the catalyst to formalize industry benchmarks. His experience provides a view of the industry that is knowledgeable, informative, educational, and always entertaining.


Recruit, Hire, Train and Retain a Top-Notch
Dealership Team

Saturday, Feb. 16, 10:30 a.m. to 11:30 a.m.
Where have all the quality employees gone? Staffing cuts during the recession pushed many of them into other industries. Now that business is trending in the right direction, dealers are facing a shortage of available employees. Tony Gonzalez has been traveling the country working with top-performing dealers on this very problem. At Dealer Expo he will discuss specific challenges to recruiting and hiring, and what some inventive dealers are doing about it.

Tony Gonzalez is a veteran 20 Group moderator, originally with Lemco and RPMG and now a key member of Gart Sutton and Associates. He is a lifelong enthusiast, has worked in more than 300 dealerships, and is an expert industry trainer who specializes in understanding the behaviors and statistics that lead dealers to maximum profitability.



Seven Habits of Highly Effective Powersports Dealers
Saturday, Feb. 16 – 9:15 a.m. to 10:15 a.m.
Sunday, Feb. 17 – 9:15 a.m. to 10:15 a.m.

In the best-selling book, 7 Habits of Highly Effective People, author Stephen Covey presented a time-tested principle for solving personal and professional problems. Our industry’s strongest retailers exhibit specific habits that lead to predictable and profitable results. Sam Dantzler, noted speaker, consultant and 20 Group moderator for some of the nation’s strongest powersports retailers, brings you the “new” seven habits that will be instrumental in solving personal and professional challenges within your dealership. You’ll not only discover what successful dealers are doing to achieve maximum profitability — but you’ll also learn what they are NOT doing.

Sam Dantzler is the former president and CEO of Retail Powersports Management Group (RPMG), the former “Lemco” consulting business he and the owners of Ride Now purchased from Ed Lemco. During his tenure at RPMG, Dantzler grew the company’s membership to 375 dealers from 270 within two years before selling the company to Assurant. A charismatic speaker and trainer, Dantzler is often recognized by his “Talking Head” role in the popular RPMG 9-Step Sales Process DVD series. He is currently on retainer at several OEMs and is considered by many to be the industry’s leading authority on dealership best practices.


What Does a High-Performance Dealership Look Like?
Friday, Feb. 15 – 9:15 a.m. to 10:15 a.m.
Saturday, Feb. 16 – 10:30 a.m. to 11:30 a.m.

For more than 30 years Spader Business Management has helped set the standard for retailers in the powersports, RV, marine and other industries. And it’s this level of experience that enables the Spader teams to truly understand the traits of high-performance retail. Utilizing more than 1,500 individual data points in a series of easy-to-view graphic displays, Spader is able to view a dealer’s success rate through a very different lens. Armed with this unique and thorough understanding of the inner workings of a dealership, Spader can measure the health of a dealership today and forecast where it will be tomorrow, giving you the opportunity to make quick, nimble adjustments for future benefits.

Don’t miss this rare opportunity to hear from John Spader himself — and find out whether your business is, or can be, a “high-performance dealership.”

John Spader is president of Spader Business Management, headquartered in Sioux Falls, S.D. He is an instructor for the popular Total Management Workshop, and delivers other presentations and seminars related to business management. Spader has conducted seminars for the Recreation Vehicle Dealers Association of America, Marine Retailers Association of America, North American Equipment Dealers Association, Outdoor Power Equipment Institute and additional organizations, and has worked with small businesses in a variety of industries worldwide as a business management resource and Spader 20 Group facilitator.

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