3WaystoBeginFillingtheGapsinYourSalesPro

"Ask the Expert: Dealer Week Edition"

To work in collaboration with the content at Dealer Week to take you deeper into the education, we've partnered with all of our educators to bring you this Ask the Expert: Dealer Week edition webinar series.
 
In order to access the collection of webinars that coincide with the content from Dealer Week, you must have paid registration. You can do so by clicking the button below. If you're registered, click the "I'm registered" button and type in the password that was sent to you in your registration confirmation email.
Presented By:
 
 
 
 
Established in 1990, National Powersport Auctions (NPA) is the world’s largest provider of powersport vehicle remarketing services. NPA’s nationwide footprint serves the industry’s largest financial institutions, OEMs and dealers through a multitude of live and online selling platforms. NPA also offers comprehensive data services including NPA Value Guide™, the industry’s most accurate wholesale valuation tool. Visit www.npauctions.com for more info.
Upcoming Webinars:
Ask the Expert:  Follow-up on "Moving Beyond Burnout"
With David Spader
Time: 11 CST, Noon EST
Date: March 18, 2021
Description:

2020 was many things: hectic, exciting, nerve wracking, uncertain, and much more. We saw people come together and do incredible things in spite of the hurdles we all faced together. We ignored our bodies and our minds when fatigue snuck up, and then pushed further and harder to do even more.  With many milestones exceeded and records broken, it’s time to heed the wisdom David Spader shared with us during Dealer Week and listen to our bodies and minds in order to avoid burnout.  

 

During his session, David gave us great information and tools to help us recover from and manage our burnout when we are faced with situations and periods that are chaotic and overwhelming.  Join us for our first post-Dealer Week Ask the Expert webinar, with expert David Spader, to follow up on how you’re doing managing and moving beyond burnout.  You will gain a couple of additional nuggets of wisdom and be able to ask the questions you didn’t get a chance to answer during Dealer Week!

 

In this webinar, you will learn how to:

  • Proactively identify burnout risks

  • Monitor our “energy scorecard”

  • Effectively monitor burnout in your dealership

For this session, you do NOT need to have registered for Dealer Week, it is available to everyone.

Past Webinars:
Rethinking the Service Department;
With Max Materne
Time: 11 CST, Noon EST
Date: March 4, 2021
Description:

We heard from quite a few of you this year that while sales revenue grew exponentially, service revenue plateaued. To help you re-evaluate your service department and understand how service revenue plateaued, Max Materne gave us an information packed session during Dealer Week where he offered suggestions to discover simple changes and utilize free technology to help you catch up.

 

During this post-Dealer Week webinar, Max is going to follow up with you and provide some extra insights, as well as answer new or lasting questions related to your service department. 

*You must be registered for Dealer Week to access these webinars. 

Dig Deeper-Are the Gaps in Your Sales Process Filling in?
With Bob McCann & Jim Million
Time: 11 CST, Noon EST
Date: Feb. 24, 2021
Description:

2020 proved to be an incredible year of sales for most of you.  Despite this, your customers may have stumbled across some gaps in your sales process.  And that’s to be expected in such a whirlwind season.

 

Your ability to capitalize on the opportunities that came your way last year and adapt to a changing market and a changing customer in 2021 will depend in large part on how well you apply what you learned from those stumbles.

 

During Dealer Week, Bob McCann and Jim Million armed us with tools you would need to find the gaps in your sales process then B.R.I.D.G.E. them.  Now, you’ve had some time to work with these tools and come up with follow-up questions, so here is a webinar to dig deeper and learn more about filling the gaps in your sales process.

 

In this webinar you will learn:

 

  • How to handle phone calls (inbound sales call)

  • What to do when there’s resistance to a sales process

  • How to create a sales process

*You must be registered for Dealer Week to access these webinars. 

How's it Going on "Developing Your Dealership's Bench Strength?"
With Dan Iosue & Dan Schneider (The Rawls Group)
Time: 11 CST, Noon EST
Date: Feb. 17, 2021
Description:

Whether you’re in sports or business, having a strong bench is a key factor in your ability to deliver a consistent record of success.  When one player leaves the game, you want to be confident that you not only have another player ready to take their place, but that it’s someone who can carry the team to a win.

 

As a dealership owner, developing your bench strength means getting the right team in the right roles and developing that team to make expected and unexpected transitions such as promotions, retirement, ownership succession, illness, and more.

 

In this post-Dealer Week webinar, follow up with Dan Iosue and Dan Schneider to gain a few additional insights and suggestions to help you continue implementing what you learned in their Dealer Week session, and use this opportunity to ask any new questions since their session.

 

In this webinar, you will:

 

  • Go deeper into building bench strength

  • Learn how to coach for success

  • Learn how to build the right culture

*You must be registered for Dealer Week to access these webinars. 

Refresh--Are You Earning Customer's Trust?
With Chris Collins
Time: 11 CST, Noon EST
Date: Feb. 10, 2021
Description:

Gaining trust of those you wish to buy from you is more important than ever, and our actions this year have confirmed the make-or-break relationship these choices have to our customers. During his Dealer Week session, service training expert Chris Collins shared his expertise and a few strategies to embrace the “pet the dog” mentality and help your service manager, service advisor, and technicians earn the trust of today’s customers.

 

In this post-Dealer Week webinar, follow up with Chris and gain a few additional insights and suggestions to help you continue implementing what you learned in his Dealer Week session. Use this opportunity, also, to ask any new questions since his session.

 

In this webinar, you will learn:

• How to break habits that unintentionally promote bad customer experience

• Ways to promote the process of unlearning and relearning within the service department to enhance trust

*You must be registered for Dealer Week to access these webinars. 

Follow-up on "How to Thrive on the Other Side"
With John Spence
Time: 11 CST, Noon EST
Date: Feb. 3, 2021
Description:

Competency, emotional intelligence, and personal and professional agility are necessary to drive a successful dealership.  To promote growth with these areas, we need the tools to help us pave the way.  During his Dealer Week session, author and trainer John Spence offered us some useful tools to learn how to do just this. 

 

In this post-Dealer Week webinar, follow up with John on how your dealership is doing with these items, and use the opportunity to gain a few additional tips and ask questions you’ve been wanting to ask since.

 

In this webinar, you will learn how to:

 

  • Adopt and embody the 7 C’s of Leadership

  • Build high-performance teams

  • Embrace and Incorporate accountability

*You must be registered for Dealer Week to access these webinars. 

Dig Deeper on "Using Digital to Personalize the Customer Experience"
With Rich Delancey
Time: 11 CST, Noon EST
Date: Jan. 27, 2021
Description:

Influenced by high levels of personalization from large and well known companies such as Amazon and Disney, today’s boat shoppers have equally high expectations when shopping for their next boat.  Additionally, today’s buyer is expecting superior personalization in that shopping experience. How do we begin to compete?  And how do we compete without breaking the bank?

 

Digital guru Rich DeLancey will recap his Dealer Week session, “Using Digital to Personalize the Customer Experience,” offer some suggestions to help you implement what you learned during his session, and answer those questions you didn’t get a chance to during his session at Dealer Week.

 

In this webinar, you will learn:

 

  • How to handle personalization on a budget

  • How to segment your audience

  • Data do’s and don’ts:  how to get it, where to get it, where to use it

*You must be registered for Dealer Week to access these webinars. 

Check up on "How to Become a Video-First Dealership"
With Marcus Sheridan
Description:

It has been said before, it will be said again:  this is a digital era.  And more and more dealers acknowledge, if we’re going to remain competitive, “we can’t just say it, we need to show it.” 

 

During his Dealer Week session, expert Marcus Sheridan reminded us that video has become the way of the world, and for us to meet the needs of our customers, we must embrace video in our dealerships immediately.

 

Join us for our first post-Dealer Week Ask the Expert webinar, and check up on how you’re doing implementing video in your dealership since Dealer Week.  Marcus is going to give us a few additional thoughts and some follow up advice to help you take the steps needed to successfully get video into your dealership (and you’ll have a chance to ask those burning questions you didn’t get answered in his session!). 

 

In this webinar, you will:

 

  • Learn what to look for in a video person and how to hire if you don’t have one on your team already,

  • Learn about where to start with video and what your first video to produce should be,

  • Understand how video can help us retain new buyers

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

 
 
3 Ways to Begin Growing Your Customer Base with Facebook Ads in 2021
With Danny Decker
Description:

The rules for how to market effectively have changed significantly this year. So what does that mean for your dealership’s Facebook strategy in 2021? Now is the right time to get started with Facebook Ads or, if you’re already advertising on Facebook, to up your game.


In this Dealer Week edition of MRAA’s Ask the Expert webinar series, marketing guru Danny Decker will help you evaluate your current Facebook marketing strategy and get started improving it. During the interview-style webinar, Danny will answer questions and provide tips to help you prepare to make the most of his Dealer Week session.

 

Join MRAA at noon eastern on Wednesday, November 18 to get ready for Danny’s Dealer Week session, Grow Your Customer Base with Facebook Ads in 2021. By the end of this webinar, you will be able to:

 

1) Ensure that you're set up to begin running Paid Facebook Ads if you're not already, 

2) Precisely define your ideal customers, and

3) Gather, organize, and segment your customer and prospect lists.

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Start Getting Ahead of the Pre-Owned Opportunity
With Tony Gonzalez
Description:

Consumers flooded the market with demand for boats this summer, and as a dealer, you have likely been reveling in the spike of retail sales. As a result of all that demand, plus a long line of supply chain issues, our challenge now and into next year is managing your dealership performance despite the uneven availability of new boat inventory.

That’s where the pre-owned boat market can come into play. By mastering this segment, dealers can fill the gaps in their boat inventory while improving their top and bottom line.


In this Dealer Week edition of MRAA’s Ask the Expert webinar series, dealer consultant and trainer Tony Gonzalez will help you assess your current pre-owned boat systems and processes. During the interview-style webinar, Tony will answer questions and provide tips to help you prepare for his Dealer Week session.

 

Join MRAA at noon eastern on Wednesday, November 11 to start preparing for Tony’s Dealer Week session, Get Ahead of the Pre-Owned Opportunity. By the end of this webinar, you will have fresh insight into how you’re performing in the pre-owned boat market. You’ll be able to:

 

  1. Determine your average pre-owned boat profit margin;

  2. Review your pre-owned boat systems and processes;

  3. And take stock of your marketing activities related to the pre-owned boat market.

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Begin Recruiting, Working with, and Leading People Not Like You
With Kelly McDonald
Description:

Research shows a diverse workforce leads to better decisions and solutions, and has proven to grow both business and profits! This, paired with the marine workforce shortages dealers have endured in recent years opens up the opportunity to learn how to successfully recruit and retain a more diverse body of employees, ultimately creating a more successful and profitable business.


In this Dealer Week edition of MRAA’s Ask the Expert webinar series, marketing and consumer trend expert Kelly McDonald will help you assess your recruitment practices and how you foster trust among your team. During the interview-style webinar, Kelly will answer questions and provide tips to help you prepare for her Dealer Week session.

 

Join MRAA at noon eastern on Wednesday, November 4 to start preparing for Kelly’s Dealer Week session, How to Recruit, Work with, and Lead People Not Like You. By the end of this webinar, you will be ready to review your recruitment marketing materials, identify common friction points, and acknowledge “how you foster trust” through the following 3 items:

 

  1. Review your recruitment marketing materials / pieces. Which one(s) have worked best and which have not?   Is there a common theme or message in the marketing materials that were effective? Why do you think they “worked”?

  2. Identify the most common friction points within your team. Where do problems, misunderstandings and conflict arise?

  3. Answer this: How do you foster trust within your organization and your team? What has worked for you?
     

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Being Navigating Difficult Customer Conversations
With John Spence
Description:

The goal is always to have happy customers, but sometimes things don’t work out that way. Especially during a season like this one, when often inventory levels were unpredictable, quality control was spotty, the pace was abnormally high, and your dealership team was working to master new strategies and tactics.

 

In this Dealer Week edition of MRAA’s Ask the Expert webinar series, author, thought leader, executive coach, and e-learning expert John Spence returns to help you navigate your difficult conversations. During the interview-style webinar, John will share three ways you can get started learning how to deal with upset, frustrated or angry customers.

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Get Started Building Your 2021 Marketing Plan
With Marcus Sheridan
Description:

As the saying goes, when life throws you lemons, make lemonade, and that’s exactly what’s possible for your marketing plan in 2021, with or without in-person boat shows.

 

In this Dealer Week edition of MRAA’s Ask the Expert webinar series, marketing guru, author and speaker Marcus Sheridan returns to help you get ready for his December session, How to Build Your 2021 Marketing Plan (With or Without an In-Person Boat Show). During the interview-style webinar, Marcus will share three ways you can prepare to build the marketing plan you'll need in 2021 - one not only meets the demands of today’s digital customer, but also sets you up for success in the years that lie ahead.

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Begin Filling the Gaps in Your Sales Processes
With Jim Million and Bob McCann
Description:

As the saying goes, when life throws you lemons, make lemonade, and that’s exactly what’s possible for your marketing plan in 2021, with or without in-person boat shows.

 

In this Dealer Week edition of MRAA’s Ask the Expert webinar series, marketing guru, author and speaker Marcus Sheridan returns to help you get ready for his December session, How to Build Your 2021 Marketing Plan (With or Without an In-Person Boat Show). During the interview-style webinar, Marcus will share three ways you can prepare to build the marketing plan you'll need in 2021 - one not only meets the demands of today’s digital customer, but also sets you up for success in the years that lie ahead.

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Begin Filling the Gaps in Your Sales Processes
With Jim Million and Bob McCann
Description:

In what is shaping up to be a stellar year of sales for most dealers, chances are that your customers have stumbled across some gaps in your sales process. That is to be expected in a whirlwind season like this one. Now is the time to get started finding and filling those gaps.


Veteran dealership educators Jim Million and Bob McCann will prepare you to identify and close the gaps your customers have been experiencing during their journey to purchase. During the interview-style webinar, they will answer questions we’ve been hearing from dealers like you about the effectiveness of today’s selling strategies in these exceptionally dynamic times.

Learning Objectives:

  • Find and print the most recent draft of your sales process;

  • Collect and review customer feedback on their purchase experience;

  • Gather employees’ feedback on what works and doesn’t work with today’s customer.

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Start Brightening Your Dealership's Dark Spaces
With Sam Dantzler
Description:

COVID forced change in most of our businesses this past spring. It highlighted areas within the dealership needing attention … the dark spaces. To survive, many of us rushed to implement new standards, finally adjusting to the customer’s way of shopping. But we’re far from mastering these new standards, and the customer’s way of shopping continues to change. 

Highly rated trainer Sam Dantzler will prepare you to evolve your business model to flex with present-day customer needs. You’ll assess how well your dealership is ready to meet the customer where they are, so you know where to focus in your efforts to improve.

Learning Objectives:

  • Determine your new to pre-owned boat ratio and compare it against our benchmark;

  • Measure your number of daily digital leads and average response time;

  • And evaluate your cross-training protocols

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

3 Ways to Start Turning Your Shop Inside Out
With Valerie Ziebron
Description:

Your shop is at the heart of the customer’s boat ownership experience. As insiders of the boating community, you and your team have the ability to make ship shape a lot more than just boats and engines. That is especially important this year, given the number of first-time boaters entering the market and how fast many of them rushed into ownership.

Learning Objectives:

  • Measure your sales customer retention;

  • Measure your service customer retention;

  • And assess and energize your interdepartmental hand-offs.

*You must be registered to gain access to the recording of this webinar. If you have access, log into Swapcard as you did to access the conference content and click on the "Pre and Post Conference Webinars" button.

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