Rental Education Workshops

Rental dealer owners and general managers will learn valuable ways that tailor to rental dealers as well as retail to run their store and manage their teams to increase profits.

Workshops and speakers subject to change. 

TUESDAY, NOVEMBER 7

Two-Part Mini Rental School
Part 1: Top 10 Practical Things All $1M Rental Dealers Do
Part 2: RV Poison Ivy: Avoid These Nasty RV Rental Habits

Sponsored by RVRA in partnership with MBA Insurance


Tuesday, November 7 
12:00 p.m. - 2:15 p.m.

Presenters: Scott Krenek, Krenek RV Center and Martin Onken, Expedition Motor Homes, Inc.

The North American RV rental market continues to grow, and so can a rental dealers’ profits. According to a survey conducted this spring by the Recreation Vehicle Rental Association (RVRA), renting RVs continues to be highly profitable. Twenty-four percent of the survey respondents reported their revenue grew by 50 percent or more! Are you ready to increase your rental revenue and profits? Or are you interested in diversifying your dealership’s revenue by starting a rental operation? Veteran rental dealers Scott Krenek and Martin Onken will share industry best practices, along with tips and tricks during the convention’s mini-rental school. Topics include: selecting the right rental vehicle - RV's, Travel Trailers, Toy-Haulers, Pop-Ups, how to invest wisely in the fleet, simple secrets to RV rental marketing, staffing a rental operation while supporting the sales operation, and how to lead the competition.

During the school’s first hour, Scott and Martin will share the Top 10 Practical Things all $1M Rental Dealers Do. That will be followed by RV Poison Ivy: Avoid These Nasty RV Rental Habits. The mini rental school takes place Tuesday, Nov. 7, from 12:00 p.m. to 2:15 p.m. in Skyview 2. The program is offered jointly by the RV Rental Association and MBA Insurance. This extended session, which is included in the cost of full convention registrations, will provide actionable information that can be implemented at every rental dealership - regardless of market or volume - to improve the bottom line.  Scott and Martin will be available after the session, and at other times by appointment, for individual mentoring.

WEDNESDAY, NOVEMBER 8

The Marketing Megladon: Fishing on Facebook

Wednesday, November 8
9:00 - 10:00 a.m.


Brian Barlow
Pineapple Crush

This rare session goes deeper than just Facebook. It swims through the different depths of Facebook and how the most powerful videos can be produced to bring the biggest and best fish to your business. We will explore the different layers and casting options and literally showing visual evidence of the power of Facebook when fishing with the right bait. This session is best described as passionate, in your face and accountability driven, you can't look away. You will see examples of the most engaging videos on the internet, how they were produced and why. It seems everyone is fishing on Facebook but only the "megladons" survive. So how and when should you be casting your bait?  What is your bait? The answers lie within this session.

During this workshop, attendees will learn:
  • How to change the mindset from traditional to modern
  • How to showcase the power of unique value proposition storytelling built to engage the consumer 
  • A rare technique utilized by very few generating almost immediate leads

You're a Manager and a Leader - Now What? 

Wednesday, November 8
2:00 - 3:00 p.m.


Michael Rees
A World of Training

This workshop will provide attendees certain tools to help them lead their respective teams, in order to be more and more successful. We will cover accountability - how to install it and how to make it have a positive impact on the team. Motivating employees - this is not just about rah rah - this is how leaders and managers can motivate their teams to do what they want them to do. Goals are an intimate part of accountability and motivation - we will go through different types of goals and how to set them, for everyone concerned. Once goals are in place, we need to use them - the workshop will provide examples of how to use goals, accountability and motivation to get results!

During this workshop, attendees will learn:
  • How to install and maintain accountability
  • What motivates employees to do what managers and owners want
  • What goals to set and how to use them with accountability and motivation to provide the desired results

Social Media for Business Growth: Pick the Right Channels, Develop Leads, and Measure Your Results

Wednesday, November 8
3:15 - 4:15 p.m.


Samantha Scott
Pushing the Envelope, Inc.

Workshop preview

Social media use by businesses is no longer optional or uncommon, however, using it as a definitive business driver is. Attendees will learn how to create content that motivates, develops and nurtures audiences (as well as their team), strategically choose the channels they engage on and how to optimize them for peak performance, and audience research and maintenance performed, and how to measure it all to attribute leads, sales and revenue accurately – and improve them.

During this workshop, attendees will learn:
  • How to identify the most effective channels for your dealership and how to optimize them
  • Specific tips for leveraging the top social media channels of today
  • How to definitively determine the ROI of your efforts on and offline, and in each department

THURSDAY, NOVEMBER 9

A Complaint is a Gift 

Thursday, November 8
9:00 - 10:00 a.m.


Janelle Barlow
All Out Performance

Do you know how many customers you lost last quarter? Do you know why? Do you know what you’ll do to keep your customers’ business in future? A Complaint Is a Gift is an effective customer service training workshop about turning customer complaints into business opportunities, regaining unhappy customers' trust, and keeping them as customers.

During this workshop, attendees will learn:
  • Why negative feedback is quite rare and how to get more information from customers
  • How to respond to complaints in a way that addresses your customers’ concerns while keeping you sane and calm
  • How to build a complaint-friendly organization to maintain a robust relationship with customers

Stop Re-cycling Other Dealer's Underachievers - Learn How to Recruit and Train to Get the Best

Thursday, November 9
10:15 - 11:15 a.m.


Michael Rees
A World of Training

Recruiting the right people for the job is one of the most difficult challenges we have, so to make it easy we tend to hire away from the competition. But then after a while, we find out the reason why we were able to hire them - they weren't as good as we thought! It takes time and effort, but this workshop will provide proven ways to find the right people for the job (from outside the industry), and make sure you know what you have BEFORE hiring them. Sample recruiting ads will be provided, along with interview techniques and testing that will show you more than any interview or profile testing!
 
During this workshop, attendees will learn:
  • Learn how to make a successful recruiting Ad
  • What to look for during an interview and how to get the candidate talking
  • How to increase your chances of selecting the right person, without costly mistakes

Become the Leader Your Dealership Needs 

Thursday, November 9

2:00 - 3:00 p.m.


David Spader
Spader Business Management

Knowing your role in the business is absolutely critical. As one of its key leaders, how much time should you spend working "on the business” versus "in the business”? How should your job evolve as your dealership grows or market conditions change? This in-depth session will help you answer these key questions for your individual business and determine what you need to be doing now and in the future to ensure your success and that of your dealership.

During this workshop, attendees will learn:
  • The most common reason leaders fail 
  • How leadership should change as the dealership grows or shrinks
  • The four types of solutions to address any issue in your dealership

Do You Know Your Unique Value Proposition? How to Stand Out In A Crowded Market 

Thursday, November 9
3:15 - 4:15 p.m.


Samantha Scott
Pushing the Envelope, Inc.

Workshop preview

Many dealerships sell what you sell. What makes you different? In this workshop, attendees will learn how to identify what sets them apart from their competition (beyond product lines), from culture and customer service to market and promotions. Then, they’ll learn key tips for integrating and communicating their unique value proposition into every team and customer interaction to make their dealership stand out.

During this workshop, attendees will learn:
  • What a unique value proposition (UVP) or competitive advantage really is
  • How to determine your dealership’s UVP
  • How to apply your UVP to stand out among your competitors and in the minds of consumers

This Would be Funny...If it Wasn't Happening to Me! 

Thursday, November 9
4:30 - 5:30 p.m.


Jody Urquhart
Idoinspire

Sometimes life just gets in the way. Do you ever think, “Why can’t things just go the way I want for a change?” or “Why can’t people just leave me alone?” This hilarious and provocative presentation shows recreation vehicle dealers and general managers how to get in front of a constantly evolving future and proactively drive change. Be compelled to face the future instead of running and hiding. Embrace challenging situations and people with new ideas, innovation and conviction. This compelling motivational speech will increase your comfort and confidence in the face of stress, industry, technology and customer change. Explore how the only way out is through and that it can actually be fun to embrace change and be innovative. Learn to do more with less and love it. Embrace the chaos of change with conviction and vitality.

During this workshop, attendees will learn:
  • Trends that will transform your industry
  • Three stages of surviving change and what your culture is
  • Stop running from your own shadow and discover your areas of resistance

FRIDAY, NOVEMBER 10

Compliance: 2018 Compliance Outlook

Friday, November 10 
8:00 - 9:00 a.m.


Randy Henrick
Mosaic Compliance Services, LLC

The FTC, CFPB, and State Attorneys General have increased enforcement actions, assessed large penalties for aftermarket product selling practices, and increased their investigations of aftermarket selling in supervisory and compliance examinations. This workshop will cover many of the current and most pertinent details regarding these issues. The lack of dealer due diligence in vetting third party product providers has been a recurring theme as has been the ability to justify price in relation to a product's value to the consumer. Friday's compliance session will include ways to protect your dealership and stay current.

During this workshop, attendees will learn:
  • What federal and state regulators are focusing on for enforcement actions
  • Key legal areas of attack and how to select and sell aftermarket products
  • How to build a policy and implement best practices to position your dealership:

Compliance: CFPB-Proof Your Dealership

Friday, November 10 
9:15 - 10:15 a.m.


James Ganther, Esq.
Mosaic Compliance Services, LLC

Workshop preview

The Consumer Financial Protection Bureau expects RV dealers to have both a Fair Credit Policy and Program and a Compliance Management System in place. While accurate data are unavailable, anecdotal evidence suggests that many RV dealers do not meet either one of these mandates. Rather than a lack of good will, a lack of understanding is probably behind this deficiency. This workshop is intended to fill that gap. We will use the NADA Fair Credit Policy & Program as an example of one approach to the fair credit issue, but also discuss slightly different approaches that may more closely fit the unique circumstances of RV dealers.With respect to Compliance Management Systems, this workshop will identify the four specific elements the CFPB expects, as well as how to practically implement them without undue financial or procedural hardship.

Attendees will be provided a checklist that itemizes the requirements covered in the workshop. This can be taken home and immediately serve as a practical measure of how the dealership is doing in those two areas, and exactly what still needs to be done.

During this workshop, attendees will learn:
  • What the CFPB expects your dealership to do with respect to compliance
  • How your dealership can accomplish compliance effectively and efficiently
  • The consequences if your dealership doesn't take action