Dealer and technician seminars announced for GIE+EXPO 2013

 Recent industry surveys have turned up a long list of challenges that dealers are facing: low profit margins, cash flow, weather, competition from online and retail outlets, finding qualified help, increased operating costs, where to spend advertising dollars, pressure from manufacturer/supplier partners, service pricing and more.

To address many of these pressing issues, outdoor power equipment dealership consultant Bob Clements has crafted a seminar program for the 2013 Green Industry & Equipment Expo (GIE+EXPO), which will take place at Louisville’s Kentucky Exposition Center Wednesday, Oct. 23, through Friday, Oct. 25.

In addition to benefitting from management sessions, dealers can also bring their technicians to GIE+EXPO for skills training that will enhance the value of their service department and provide their team with exposure to the latest trends, techniques, tools and equipment.

Kris Kiser, president and CEO of the Outdoor Power Equipment Institute, Inc. (OPEI), one of the sponsors of GIE+EXPO, said, “If we can help dealers be more profitable, the entire industry benefits. I encourage dealers to take advantage of the opportunity to enhance their strategies and offer their techs additional training and industry awareness.”

Back by popular demand, Dealer Day will be held Oct. 23, exclusively for dealers, retailers and distributors to meet one-on-one with exhibitors, attend seminars, and preview new products featured at GIE+EXPO and Hardscape North America (HNA), which will co-locate once again with GIE+EXPO. The dealer and technician seminars are part of Dealer Day.

On Oct. 23, the indoor exhibits will be open from 3 to 7 p.m., with a welcome reception on the show floor starting at 5 p.m. On Oct. 24 and 25, GIE+EXPO, HNA and the Outdoor Demonstration Area will be open to all industry participants.

The Dealer Resource Pavilion will be open Oct. 23-25, offering products, advice and techniques to generate high performance.

Free GIE+EXPO Seminars for Dealership Owners and Managers
Presented by Bob Clements International
Kentucky Exposition Center, Oct. 23-25

WEDNESDAY, OCT. 23
11 a.m.-noon
“Take on the Box Stores, the Economy and Internet Sellers…and WIN!”
In today’s competitive marketplace, dealers have pressure from dozens of corners. If it’s not a slow or stagnant economy, it’s the box stores or some slick guy on the Internet selling equipment expecting you to do their service for them. This workshop will address how to position your dealership to take on the competition head to head and win.

2-3 p.m.
“Find and Hire the Right People for Your Dealership”
While there are a lot of people looking for work, not many of them are a good fit for an OPE dealership. This fast-paced workshop will provide you with ideas on how to attract, interview, and compensate top performers to move your dealership to the next level of performance.

THURSDAY, OCT. 24
11 a.m.-noon
“Improve Your Margins without Losing Your Customers”
If it’s not the government mandating new costs with health care and regulations, it’s the credit card, finance companies and manufacturers squeezing more profit from the bottom line. This workshop will cover three simple ways to add more net profit to your dealership without sacrificing your customers in the process.

2-3 p.m.
“How to Maximize Your Advertising Dollars”
Dollars are a precious commodity in today’s dealerships, so wasting money is simply not an option. This workshop will touch on some of the most effective ways to use your advertising dollars that will maximize the impact and add profit to the bottom line.

FRIDAY, OCT. 25
11 a.m.-noon
“Change the Experience and Improve Your Profits”
Customers today expect a certain experience when they walk into a dealership. This program will stress the importance of creating a “unique” experience in your dealership and how to use the experience to improve profits and build loyalty with customers.

2-3 p.m.
“How to Handle Objections and Close More Sales”
I can get it cheaper down the road. I’ll take the saw if you throw in a free chain. I’ve had problems with that brand before; why should I buy it now? Is that the best you can do? If you have been selling for awhile in a dealership, you have heard one, if not all, of these objections. This workshop will provide proven techniques to overcoming even the most difficult objections and show you how to turn them into sales.

GIE+EXPO Seminars for Technicians
EETC Continuing Education Units and Power Pro approved
Offered through the North American Equipment Dealers Association (NAEDA) and the Equipment & Engine Training Council (EETC)
Kentucky Exposition Center, Oct. 23

WEDNESDAY, OCT. 23
8:30-11 a.m.
Advanced Electrical Diagnostics ($45)
Technicians will:

Learn how to analyze wiring schematics
Discover the easy way to isolate a short circuit in just a few minutes
Grasp the ins and outs of a voltage drop test
Learn how to isolate periodic electrical issues

12:30-3 p.m.
Advanced Two-Stroke Engine Diagnostics ($45)
This hands-on session will help both “B” and “A” level technicians improve their diagnostic skills and improve their efficiency and productivity. At the conclusion of this course, the technician will understand:

Advanced two-stroke operation
Advanced diagnostics for fuel and electrical
Troubleshooting difficult-to-replicate issues

8:30-10 a.m., 10:30 a.m.-noon, 1-2:30 p.m.
Basics in Diagnosing Hydraulic Systems ($30)
This course is designed to give a new technician a basic understanding of hydraulic principles and a working knowledge of basic troubleshooting on:

Hydraulic system components
Pumps and valves
Cylinders
Motors

8:30-10 a.m., 10:30 a.m.-noon, 1-2:30 p.m.
Basics in Diesel Engine Diagnostics ($30)
At the conclusion of this course, technicians will understand and be able to do basic diagnostics on:

Cylinders and valves
Fuel systems
Pumps
Injectors

GIE+EXPO — the ninth largest trade show in America — is sponsored by OPEI, Professional Landcare Network (PLANET), and Professional Grounds Management Society (PGMS).

Online registration for GIE+EXPO will be open by March 1. For more information about GIE+EXPO 2013, go to www.gie-expo.com or call Sellers Expositions at (800) 558-8767 or (812) 949-9200.

Dealer/Retailer/Distributor Schedule (Tentative as of 2/12/13)
GIE+EXPO, Kentucky Exposition Center

MONDAY-TUESDAY, OCT. 21-22
Meeting rooms available for exhibitors’ dealer meetings (Check with your suppliers.)

WEDNESDAY, OCT. 23 – DEALER DAY
Until 3 p.m.: Meeting rooms available for exhibitors’ dealer meetings
8:30-10 a.m.: Technician class – Basics in Diagnosing Hydraulic Systems (repeated at 10:30 a.m. and 1 p.m.)
8:30-10 a.m.: Technician class – Basics in Diesel Engine Diagnostics (repeated at 10:30 a.m. and 1 p.m.)
8:30-11 a.m.: Technician class – Advanced Electrical Diagnostics
9 a.m.-5 p.m.: Dealer Resource Pavilion open
10:30 a.m.-noon: Technician class – Basics in Diagnosing Hydraulic Systems (repeated at 8:30 a.m. and 1 p.m.)
10:30 a.m.-noon: Technician class – Basics in Diesel Engine Diagnostics (repeated at 8:30 a.m. and 1 p.m.)
11 a.m.-noon: Owners’ and managers’ class – Take on the Box Stores, the Economy and Internet Sellers…and WIN!
Noon-2 p.m.: Lunch and learn for dealers and distributors, “State of the Green Industry Supply Chain”
12:30-3 p.m.: Technician class – Advanced Two-Stroke Engine Diagnostics
1-2:30 p.m.: Technician class – Basics in Diagnosing Hydraulic Systems (repeated at 8:30 and 10:30 a.m.)
1-2:30 p.m.: Technician class – Basics in Diesel Engine Diagnostics (repeated at 8:30 and 10:30 a.m.)
2-3 p.m.: Owners’ and managers’ class – Find and Hire the Right People for Your Dealership
3-7 p.m.: Exhibits open to dealers, retailers, distributors and media
5-7 p.m.: Reception for dealers, retailers, distributors, media and exhibitors
9 p.m.: Free concert at 4th St. Live!

THURSDAY, OCT. 24
9 a.m.-5 p.m.: Indoor exhibits and Outdoor Demonstration Area open to all attendees
11 a.m.-noon: Owners’ and managers’ class – Improve Your Margins without Losing your Customers
2-3 p.m.: Owners’ and managers’ class – How to Maximize Your Advertising Dollars
7:30 p.m.: Free concert at 4th St. Live!

FRIDAY, OCT. 25
9 a.m.-5 p.m.: Indoor exhibits open to all attendees
9 a.m.-4 p.m.: Outdoor Demonstration Area open to all attendees
11 a.m.-noon: Owners’ and managers’ class – Change the Experience and Improve Your Profits
2-3 p.m.: Owners’ and managers’ class – How to Handle Objections and Close More Sales
8 p.m.: Free concert at 4th St. Live!