BEYOND… YOUR EXPECTATIONS THE RECESSION YOUR BUDGET YOUR GOALS … · 2017. 12. 1. · Techniques For Boosting Repeat Business Pricing Strategies To Maximize Sales And Gross Margins

2012 | MDCE 1

Boating Industry

BEYOND… YOUR EXPECTATIONS

THE RECESSION

YOUR BUDGET

YOUR GOALS

YOUR IMAGINATION

YOUR CUSTOMERS’ EXPECTATIONS

YOUR COMPETITORS

09512S-MDCE-OnsiteBrochure.indd 1 10/30/12 3:18 PM

2 MDCE | 2012

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Welcome to the 2012 Marine Dealer Conference & Expo, the only national marine dealer conference,

designed for dealers by dealers.

We believe this year’s event will be the best yet, with crucial information to help you position your

company to stay ahead of the competition.

The conference features 22 all-new educational sessions designed around what you told us you wanted to see.

In addition to an opening keynote and closing panel discussion, the sessions in between are organized into three

tracks that will allow you to focus in on what is most important to your business: Sales & Marketing, Service &

Marina and the Powering Profits track — which is designed specifically for dealer principals and general managers.

But those sessions are just one of the many ways you can strengthen your business through the MDCE.

The Expo Hall is also our largest ever and it is home base for all of the MDCE’s networking events.

In it you will find more exhibitors than last year’s MDCE, which means more opportunities to see the latest

products and services they have to offer. Take advantage of the exhibitors’ expertise and the many hours of

dealer-to-dealer networking time that takes place during our three receptions, two breakfasts, two luncheons

and numerous hours of between-session networking time.

Each year, the MDCE is designed to help you make the coming year your best yet. This year, we have

lined up the best educational topics and sessions the MDCE has ever offered. Be sure to take advantage of all

the opportunities it presents.

Please take a few moments to show your appreciation to the MDCE’s group of “Powered by”

sponsors who have made this year’s great event possible: ADP Lightspeed, ARI, Boat Trader, Forest River

Marine, Manheim Specialty Auctions, Nautic Global Group, Regal Marine, Starcraft Marine & the Smoker

Craft Family of Products and Volvo Penta.

On behalf of our sponsors, exhibitors and the teams at Boating Industry and the Marine Retailers Associa-

tion of the Americas, we welcome you to the 2012 Marine Dealer Conference & Expo and thank you for

investing your time to join us.

WELCOME

JONATHAN SWEETEDITOR-IN-CHIEFBOATING INDUSTRY MAGAZINE

MATT GRUHNPRESIDENTMARINE RETAILERS ASSOCIATION OF THE AMERICAS

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2012 | MDCE 3

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News & information you need

Know the latest news first

Best practices & analysis you can profit from

Learn from the best, right at your desk

Learn and connect at the industry’s largest dealer educational event

Sharing best practices while recognizinginnovative dealers

Free in-depth, actionable information on a single topic


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Complete Sales & Marketing Track details inside Complete Powering Profits Track details inside Complete Service /Marina Track details inside

Generate A Return On Your Facebook Investment

Get Your Money’s Worth At Boat Shows

Break in Expo Hall

Techniques For Boosting Repeat Business

Pricing Strategies To Maximize Sales And Gross Margins

Fill Your Marina’s Slip Vacancies

Sell More Service

TUESDAY, NOVEMBER 13

All full-conference registrants of the MDCE, including sponsors and exhibitors, are encouraged to attend the educational tracks. Your options with the tracks and sessions are unlimited. You can follow one track all the way through or you can bounce between tracks as you wish. Most educational session PowerPoints will be made available to all MDCE attendees on a USB drive sponsored by Global Marine Insurance.

SUNDAY, NOVEMBER 11

WEDNESDAY, NOVEMBER 14

MONDAY, NOVEMBER 12

8 a.m. Exhibitor Set Up in Expo Hall 10 a.m. Registration Opens 6 p.m. 2012 MDCE Kickoff Cocktail Reception in Expo Hall / Sponsored by Nautic Global Group (Reception closes at 8 p.m.)

7 a.m. Registration Opens 8 a.m. - Noon Manufacturer’s Representative Half-Day Seminar Noon Expo Hall Opens 1 p.m. Bonus Educational Sessions See page 5 for complete details 4 p.m. MRAA Annual Meeting and Election of Officers 5 p.m. MDCE Introductory Comments 5:30 p.m. KEYNOTE PRESENTATION: HOW THE BEST GET BETTER BY ROBERT STEVENSON

Sponsored by Starcraft Marine & The Smoker Craft Family of Products 7 p.m. Networking Reception in Expo Hall / Sponsored by Manheim Specialty Auctions (Reception closes at 9 p.m.)

7 a.m. Registration Opens 7:30 a.m. Expo Hall Opens / Coffee Served in Expo Hall / Sponsored by Boat Trader

8 a.m. 9:15 a.m. Continental Breakfast in Expo Hall / Sponsored by ADP Lightspeed 10:15 a.m.

Noon 2 p.m.

3:15 p.m. 4:15 p.m. 5:30 p.m. Networking Reception in Expo Hall / Sponsored by ARI (Reception closes at 7:30 p.m.) 7:30 a.m. Expo Hall Opens / Coffee Served in Expo Hall / Sponsored by Boat Trader 8 a.m. 9:15 a.m. Continental Breakfast in Expo Hall / Sponsored by Forest River Marine10:15 a.m.

11:30 a.m. 1 p.m. 2 p.m.

4 p.m. Educational Tracks Conclude / Expo Hall Closes 6 p.m. Top 100 Dealers Networking Reception* 7 p.m. Top 100 Dealers Dinner & Gala Celebration* 10 p.m. Top 100 Dealers Networking Celebration *

*Please note: the Top 100 Dealers Program is an invitation-only event, open only to the Top 100 Dealers, the Top 100 Dealers Leadership Alliance members, the After Top 100 Networking sponsors and dealers who have purchased tickets in advance. RSVP required. Non-Top 100 Dealers interested in attending can contact Lori Hackett at MDCE registration to purchase tickets.

MOVING YOU BEYOND / SCHEDULE

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W204A&B

INDUSTRY LEADERS PANEL FOR ALL TRACKS: PREPARING FOR TOMORROW’S CHALLENGES AND OPPORTUNITIES / IN SALES & MARKETING TRACK ROOM

SESSION ROOM 1 SESSION ROOM 2 SESSION ROOM 3

Lunch / Sponsored by Volvo Penta W304

SALES & MARKETING TRACKSecrets To Winning More Than Your Fair Share Of Sales

Five Digital Strategies To Reach Customers In 2013: A Mini-Conference

Demographic Trends: What They Mean For Your BusinessBreak in Expo Hall Sponsored by Official SponsorsWake Up To Your Showroom’s Potential

POWERING PROFITS TRACK

The Improvement Engine

Growth: How To Know When You’re Ready

Learn From The Leaders In F&I

Best Ideas Panel / Sponsored by Boat Trader

SERVICE & MARINA TRACK Sponsored by Marine Mechanics InstituteWinning The War For Trades Talent

Taking Your Service Deptartment To The Next (Profit) Level

Benchmark Your Marina’s Performance

Service Pros Answer Your Toughest Questions

Lunch and MRAA Awards / Sponsored by Regal Marine W304


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BONUS SESSIONS / MONDAY, NOVEMBER 12

KEYNOTE PRESENTATION

OTHER MEETINGS SCHEDULED

MOVING YOU BEYOND / SCHEDULE

Robert Stevenson

KEYNOTE PRESENTATION: HOW THE BEST GET BETTER5:30 P.M. / MONDAY, NOVEMBER 12

To be the best in today’s marine marketplace, you have to excel at turning leads into sales, generating repeat business and inspiring powerful refer-rals. How you care for your customer is the key to all three. All it takes is one dissatisfied customer to destroy months of positive momentum within your business.

In this MDCE keynote session, “How the best get better,” you’ll learn about the strong connection between sales and customer service, including why everyone who has customer contact in your dealership is a salesperson. Author and internationally recognized speaker Robert Stevenson will provide concrete

strategies to help you improve sales, customer loyalty and referral business by delivering an excellent customer experience.

Among the takeaways for participants will be tips for identifying problem areas; techniques to establish, implement and review dealer-ship service standards; alternate methods for boosting customer sat-isfaction; and best practices for building a service culture from within.

This speaker’s incredible ability to connect with his audience comes back to his understanding of what it’s like to be in their shoes. The former All-American athlete has held positions from salesman to chief executive officer, owned several companies, sold

internationally in over 20 countries, established and maintained hundreds of accounts worldwide along with managing a worldwide sales force. He is a man who has lived his experiences, not just studied them, and is eager to share his experiences and proven tactics with marine retailers.

SATURDAY, NOV. 10 Sea Ray Performance 20 Group Room W204A 8 a.m. - 5 p.m.MRAA Board Meeting Room W204B 8 a.m. - 6 p.m.ACMA Meeting Room W204C 4 p.m. - 7:30 p.m.YLAC Meeting Rosen Plaza Salon 9 5 p.m. - 9 p.m.

SUNDAY, NOV. 11 NMTC Meeting Room W305A 7 a.m. - 5 p.m.Sea Ray Performance 20 Group Room W204A 8 a.m. - 5 p.m.Spader 104 Room W307A 8 a.m. - 5 p.m.

Spader 105 Room W307B 8 a.m. - 5 p.m.Spader 106 Room W307C 1 p.m. - 6 p.m.Spader 107 Room W307D 2 p.m. - 6 p.m. MONDAY, NOV. 12 NMTC Meeting Room W305A 7 a.m. - 5 p.m.Spader (All Groups) Room W205A&B 8 a.m. - 12 p.m.Spader 104 Room W307A 12 p.m. - 4 p.m.Spader 106 Room W307C 12 p.m. - 3 p.m.Spader 107 Room W307D 12 p.m. - 4 p.m.

MDCE OFFICIAL SPONSORS

1 p.m.WATER SPORTS INDUSTRY ASSOCIA-TION SUCCESS STORIES / Room 1By Jim EmmonsLearn about the mission, goals and recent successes of the Water Sports Industry Association with respect to protecting waterway rights as well as how the WSIA effectively thwarts legislative attempts to curtail watersports activities in North America.

MAXIMIZE YOUR SUCCESS IN 2013Room 2By Matt Gruhn and Liz WalzThis session will highlight an overview of MRAA’s new guide to dealer growth in the year ahead, which will be unveiled at MDCE.

2 p.m.SIERRA STATS DIAGNOSTIC TOOL DEMONSTRATION / Room 1By Scott AllgoodSTATS (Sierra Touch And Test System) is an innova-tive new handheld engine diagnostic tool from Sierra that allows technicians to plug into an Electronic Control Module and diagnose engine problems with-out needing a computer. Techs will save time moving directly to the job and can even perform diagnostics on boats still in the water. Attendees will be entered into a drawing to win a Complete STATS System!

3 p.m.GROW BOATING UPDATE / Room 1By Joe Lewis and Carl BlackwellThis session will present the results of the 2012 Grow

Boating campaign, preliminary plans for 2013 and show dealers how they can benefit using the tools and resources currently available on www.growboating.com.

TRAILER CERTIFICATION, LAWS AND SAFETY / Room 2By Gary PotterThis seminar will focus on best practices for meeting trailer safety standards, understanding the law as it relates to trailer safety and certification from the National Marine Manufacturers Association and the National Association of Trailer Manufacturers. Learn why as member of this industry you need to be aware of the rules and comply.

®


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MOVING YOU BEYOND / EXPO HALL

HOURSSUNDAY, NOV. 116 p.m. - 8 p.m. MONDAY, NOV. 12Noon - 9 p.m. TUESDAY, NOV. 137:30 a.m. - 7:30 p.m. WEDNESDAY, NOV. 147:30 a.m. - 4 p.m.


2012 | MDCE 7

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MOVING YOU BEYOND / EXPO HALL

BY EXHIBITOR

ADESA Specialty Auctions ...................... 431

ADP Lightspeed ...................................... 606

ADP Lightspeed ...................................... 105

American Suzuki Motor Corp ................. 540

Apex Marine ......................................... 1000

ARI ......................................................... 500

Auction123.com ..................................... 530

BacTankT3 ............................................. 441

Bank of the West .................................... 641

Belter Insurance...................................... 541

Bennington Marine ................................. 306

Boat Trader and boats.com alliance ......... 428

Boating Industry ....................................... 800

Boatmate Trailers .................................. 1106

BRP ........................................................ 900

Brunswick Boat Group ........................... 612

Brunswick Dealer Advantage .................. 618

Bryant Boats ......................................... 1016

Certol International ................................ 639

Chaparral Boats .................................... 1028

Chris Craft Corp ..................................... 937

Cobalt Boats ........................................... 928

Crownline Boats ..................................... 816

Cruisers Sport Series .............................. 108

CSI Inc. .................................................. 402

Dealer Risk Services ................................ 435

Discover Boating .................................... 101

DockMaster (Exuma Technologies) ......... 335

Dominion Marine Media Lounge ............ 700

EverLogic Software & Websites .............. 637

EZ Dock Inc ........................................... 440

EZ Loader Boat Trailers........................... 100

First Approval Source ............................. 537

Forest River Marine ................................ 328

GE Capital Commercial Distribution Finance ......523

Global Marine Insurance ........................ 728

Go-Float ................................................. 936

Glasstream ............................................ 1126

Groupe Beneteau ............................ 437, 439

Honda Marine ........................................ 634

iboats.com .............................................. 640

IDS/Constellation Software ..................... 628

Johnson Outdoors ...................... 1101, 1103

Jupiter Marine ........................................ 116

Larson Boats LLC ................................... 338

Lighthouse Media Solutions ................... 302

Mallory Marine ..................................... 1111

Manheim Specialty Auctions .................. 622

Marine Five Star Dealer Certification ...... 636

Marine Marketing Solutions ................... 734

Marine Mechanics Institute..................... 329

Marine One Acceptance Corp ............... 1105

MarineLab Warranty Processing ............. 103

Marlow-Hunter LLC ............................. 1129

Marquis Yachts ........................... 1121, 1123

Medallion Bank ...................................... 635

Mercury .................................................. 519

Misty Harbor Boats ................................. 816

Mito Corp .............................................. 339

Monster Tower ............................... 738, 740

Monterey Boats ....................................... 916

MRAA .................................................... 300

NADAguides .......................................... 539

Nautic by Correct Craft .......................... 341

Nautic Global Group .............................. 516

NBOA Marine Insurance ........................ 638

Norman Spencer .................................... 202

Northpoint Commercial Finance .......... 1115

Oil-Dri ................................................... 538

Parker Business Planning ........................ 429

Phoenix Trailers ...................................... 747

Premier Marine ..................................... 1006

Priority One Financial Services Inc. ........ 200

PTMEdge/Protomet Corp ....................... 430

Regal Marine Industries Inc .................... 506

Roswell Wake-Air ................................... 836

Scout Boats ............................................. 847

Sealine Yachts America ......................... 1107

Seminole Marine Group ......................... 647

Sideshift Inc. .......................................... 438

Smoker Craft/Starcraft Marine - 1 ........... 806

Smoker Craft/Startcraft Marine - 2 ........ 1137

Soundings Trade Only ............................. 1100

Spader .................................................... 400

Statistical Surveys ................................... 301

Stingray Boats ......................................... 828

Take it to Eleven ..................................... 535

Taylor Made Group LLC ......................... 331

TCF Inventory Finance......................... 1119

Teleflex Marine ....................................... 528

Tigé Boats ............................................... 316

Trans Global Logistics ........................... 1117

TSYS Merchant Services ......................... 107

United States Power Squadrons .............. 620

Volvo Penta ............................................ 600

Westland ........................................ 738, 740

Wet Sounds Inc .............................. 434, 436

Winboats ........................................ 534, 536

Wintron Electronics ................................ 337

WSIA .................................................... 736

Yacht Club/Eagle Trailers ........................ 347

YachtWorld featuring YachtCloser........... 521


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EXPO HALLsee pg 6

MOVING YOU BEYOND / EVENT MAPS

2012 Digital Sponsor: Global Marine Insurance Agency. Global Marine furnished attendees with flash drives containing MDCE session content and is sponsoring the page BoatingIndustry.com/MDCE2012 to host additional downloads after the show. Global

Marine Insurance Agency is privately owned and solely dedicated to providing insurance coverage to members of the boating community.

Educational Funding Support Provided by

Mobile website design by DockMaster BoatingIndustry.com/mobile

MOVING YOU BEYOND


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*Please note: the Top 100 Dealers Program is an invitation-only event, open only to the Top 100 Dealers, The Top 100 Dealers Leadership Alliance members, the After Top 100 Networking sponsors and dealers who have purchased tickets in advance. RSVP required.

Non-Top 100 Dealers interested in attending can contact Lori Hackett at MDCE registration to purchase tickets.


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MOVING YOU BEYOND / SALES & MARKETING

8 A.M. / TUESDAY NOVEMBER 13

SECRETS TO WINNING MORE THAN YOUR FAIR SHARE OF SALESToday’s buyers want all they can get for the money they spend – that means they want value. In this session, Joe will show you how to put a process in place to deliver more value than your customers expect in exchange for more than your fair share of sales and profits. Attend this presentation and you’ll leave with a step-by-step plan to make 2013 your best year yet. – By Joe Verde

10:15 A.M. / TUESDAY NOVEMBER 13

FIVE DIGITAL STRATEGIES TO REACH CUSTOMERS IN 2013Don Cooper leads a mini-conference of industry experts primed to share their secrets for using cutting-edge technology to run a better dealer-ship. Learn the latest strategies for how to put Pinterest to work for your business, develop a standout website, use texting to increase business, generate powerful online reviews and boost sales with geo-locational targeting. – By Don Cooper

2 P.M. / TUESDAY NOVEMBER 13

DEMOGRAPHIC TRENDS: WHAT THEY MEAN FOR YOUR BUSINESSIf you could look inside your dealership 20 years from now, the cus-tomer you have today will be vastly different than your future customer. The demographics across the United States are undergoing significant change and the pace of that change is expected to increase. Attend this session to get a jump start on adjusting to and even taking advantage of that change. – By Steve H. Murdock

4:15 P.M. / TUESDAY NOVEMBER 13

WAKE-UP TO YOUR SHOWROOM’S POTENTIALIn this edgy look at the marine sales environment, guru Jennifer Robison

shares merchandising, display and retail solutions designed to wake you up to your showroom’s potential. Her straight talk about the good, bad and ugly of today’s dealerships will help you get real about your own business so you can get to work transforming it. – By Jennifer Robison

8 A.M. / WEDNESDAY NOVEMBER 14

GENERATE A RETURN ON YOUR FACEBOOK INVESTMENTLearn how to measure your social media engagement, prove your ROI and use Facebook to bring people into your dealership to buy a boat. Our social media expert will share proven formulas to track Facebook lead generation and measure your dealership’s social media return on investment, as well as benchmarking data produced by marine dealers. – By Josh Chiles

10:15 A.M. / WEDNESDAY NOVEMBER 14

GET YOUR MONEY’S WORTH AT BOAT SHOWSAre you taking full advantage of the time and money you spend to ex-hibit at each of your dealership’s boat shows? In this course, you will learn how to execute upon five proven strategies designed to make your next event your best event ever. Topics of discussion include defining the show’s purpose, pre-show outreach, the right graphics, staff prepa-ration and measurement. – By Mike Mraz

2 P.M. / WEDNESDAY NOVEMBER 14

INDUSTRY LEADERS PANEL: PREPARING FOR TOMORROW’S CHALLENGES AND OPPORTUNITIESLOCATED IN SALES & MARKETING TRACK ROOM

WHO SHOULD ATTEND THIS TRACKTop line thinking is the focus of the Sales & Marketing Track, which will appeal to sales managers, general managers, marketing managers and dealer principals, among others. The focus is on reaching more customers through various means and then sell-ing them more products when they come through your front door.

ATTENDEE PREMIUMS

Trainer Joe Verde will share copies of his book, “A Dealer’s Guide To Recovery & Growth In Today’s Market,” a $39.99 value, with all attendees.

Handouts in the Five Digital Strategies session will feature step-by-step instructions you can follow to implement these winning ideas.

SALES & MARKETING


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THE IMPROVEMENT ENGINEIn this session, participants will learn practical ways to create a work environment that will drive continuous improvement throughout their dealerships. The presentation will share techniques leaders can use to build confidence in their people, giving them real tools and strategies to solve problems, set goals and build skills. Other discussion points include ways to establish trust, build teams and create an exciting, chal-lenging, aggressive and satisfying workplace. – By David Veech


GROWTH: HOW TO KNOW WHEN YOU’RE READY Should your dealership seek stability or growth? This session will give deal-ership principals the tools to answer this critical question. Among the take-aways will be a list of key numbers and measures to guide you in deciding whether to focus on stability or growth; a self-assessment that allows you to rank your dealership in regards to its readiness for stability and growth; and a business development model designed to map out the next step to healthy, strong and stable growth for your company. – By David Spader


LEARN FROM THE LEADERS IN F&IIn response to the challenges of the past few years, some dealers have given up on the opportunity represented by finance and insurance. Well, it’s time for that to change. In today’s marine market, a focus on F&I can drive up your profitability, sell more boats and improve the customer experience. Gain new strategies for success from a panel of experts leading the way in this area of dealership operations. – By David Parker


BEST IDEAS PANEL SPONSORED BY BOAT TRADERWhat are the most effective strategies dealers have discovered to find suc-

cess in today’s market? Attend this session and walk away with some of the industry’s best ideas. You will receive tips and advice on how to imple-ment these proven practices from the dealers that have put them to work in their business and reaped the rewards. At the end of the session, you’ll have a chance to vote on the single best idea. – By Mike Davin


TECHNIQUES FOR BOOSTING REPEAT BUSINESSTo maximize profitability, dealerships need to embrace strategies to retain current customers, driving repeat business at every opportunity. In this session, powersports consultant Sam Dantzler will share proven customer relationship management strategies used by leading Harley dealers in areas such as lead capture, customer follow-up, events and staff training. – By Sam Dantzler


PRICING STRATEGIES TO MAXIMIZE SALES AND GROSS MARGINSThere are several pricing strategies in the marine marketplace today. Learn how to maximize each of the four most common and discover which one actually provides the best return in sales and gross margins. – By David Parker



Looking to grow your bottom line? Strategic decision makers, such as dealer principals, general managers and sales managers, will most benefit from the sharp focus of the Powering Profits Track. Its aim is to help dealer-ship leaders put more money to the bottom line, through a variety of im-portant topics.

WHO SHOULD ATTEND THIS TRACK

ATTENDEE PREMIUM

FREE Best Ideas e-white paper, including the best dealer submissions of the year, for all MDCE attendees. Sponsored by Boat Trader.

POWERING PROFITS

MOVING YOU BEYOND / POWERING PROFITS


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MOVING YOU BEYOND / SERVICE & MARINA


WINNING THE WAR FOR TRADES TALENT As the boating market begins to recover, marine businesses are find-ing it more and more difficult to recruit skilled workers for their service department, a challenge that can stunt their ability to grow. This session will provide tactics your dealership can employ to recruit, train and re-tain a high-performance team. – By Neal Harrell


TAKING YOUR SERVICE DEPARTMENT TO THE NEXT (PROFIT) LEVEL If you’ve survived this recession, you probably have a decent service depart-ment. You measure technician efficiency. You track customers’ satisfaction with the service experience. And you probably make a little profit for the deal-ership in the process. But chances are you’re still leaving money on the table. In this session, you will uncover strategies for turning your service department into a high performance profit machine. – By Valerie Ziebron


BENCHMARK YOUR MARINA’S PERFORMANCEWhile marine retailers have access to benchmarking data to guide them in their dealership operations, a similar set of data has not been avail-able to most marina operators. During this session, attendees will learn how to conduct a step-by-step analysis of their marina’s performance, including benchmarking data to help them measure and ultimately improve the health of their operations. – By Gerard H. McDonough, MAI, FRICS


SERVICE PROS ANSWER YOUR TOUGHEST QUESTIONS Valerie Ziebron facilitates four of her favorite service professionals to

take on your service department’s biggest challenges. These are the people Valerie turns to for expert advice, people who have learned from years of on-the-job experience how to solve a variety of problems at any size dealership. As a group, they’ve heard it all, seen it all, and over-come it all. – By Valerie Ziebron


FILL YOUR MARINA’S SLIP VACANCIESAs the boating market slowly recovers, many marinas continue to face slip vacancies, even in peak season. In this session, you’ll pick up new ideas for filling those vacancies from a panel of marina operators who have found them effective. – By Tim Timpson


SELL MORE SERVICEMake more money in your service department by learning from the best in the powersports business. Consultant and 20 Group Moderator Sam Dantzler shares proven sales strategies for the service department, in-cluding how to effectively upsell, resulting in higher sales per ticket. – By Sam Dantzler



With tailored topics specific to all service and marina operations, the Service & Marina Track is aimed squarely at service and marina man-agers and personnel as well as gen-eral managers and dealer principals interested in driving more business — and more profit — through this vital part of their operation.

WHO SHOULD ATTEND THIS TRACK

SERVICE & MARINA

ATTENDEE PREMIUMS

Free “Service Efficiency Guide” sponsored by the Marine Mechanics Institute. Learn how to improve service department efficiency with this new Boating Industry — produced white paper.


2012 | MDCE 13

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MOVING YOU BEYOND / PRESENTERS

Josh ChilesEngaged!

Don CooperThe Sales Heretic

Sam DantzlerSam Dantzler Powersport Consulting

Mike DavinBoating Industry

Matt GruhnMarine Retailers Association of the Americas

Neal HarrellBrooks Marine Group

Mike MrazExhibiting Excellence

Steve MurdockRice University

David ParkerParker Business Planning

Jennifer RobisonTucker Rocky Distributing

David SpaderSpader Business Management

Robert StevensonSeeking Excellence Inc.

Tim TimpsonMarinaResource LLC

David VeechInstitute for Lean Systems

Joe VerdeThe Joe Verde Group

Valerie ZiebronYamaha Marine University


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MOVING YOU BEYOND / MRAA AWARDS

WEDNESDAY, NOVEMBER 14

IRV ROSENTHAL AWARDThe Irv Rosenthal Award is given annually to an industry participant who has con-tributed to the goals of the Marine Retailers Association of the Americas. Created in honor of Mr. Rosenthal, the award recognizes people from throughout the industry for their contributions to the marine dealer body. Rosenthal was the president of Transfer Monogram, a supplier of boat decals and emblems. He had an affinity for the business of boat dealers and supported the early efforts behind the formation of the MRAA, both through the time he spent and the finances he contributed. Last year’s recipient of the Irv Rosenthal Award, was Ed Lofgren of 3A Marine Sales.

MANUFACTURER/SUPPLIER OF THE YEARThe Manufacturer/Supplier of the Year award is given each year to a company from the supplier community that has shown support for the marine dealer body. Last year’s recipient of the Manufacturer/Supplier of the Year award was Bellavia, Gentile & Associates.

JERRY MARTIN JOURNALISM AWARDThe Jerry Martin Journalism Award was created in memory of Jerry Martin. Martin was MRAA’s first director of development and the publicist for the association for many years. He was extremely dedicated to dealers and worked tirelessly on their behalf. The Jerry Martin Journalism Award is presented annually to a member of the media, and last year’s recipient was Olson Associates.

DARLENE BRIGGS MARINE WOMAN OF THE YEAR AWARDThe Darlene Briggs Marine Woman of the Year Award was established in memory of Darlene Briggs of Wayzata Marine, Wayzata, Minn. It is presented annually to an outstanding woman who is actively involved in the marine industry at any level. It recognizes long and devoted service, untiring commitment and the advancement of women in the marine business. Anyone in the marine industry can nominate candidates for this award, and those candidates can be employed anywhere in the

industry — dealership, marina, service provider or manufacturer/supplier. Last year’s recipient, Julie Crowe of Crowe Marine, will present the award, along with representatives of the MRAA and Boating Industry magazine.

LEGISLATIVE AWARDThe MRAA Legislative Award is given to a Senator or Representative who has worked in some way to help advance the recreational boating industry. This award could go to someone who fostered legislation to help the industry or worked against an issue believed to be harmful to the industry. Last year’s recipient was Mike Joekson of Texas State Senate and Joe Deshotels of the Texas State House of Representatives.

BILL FERGUSONThe Bill Ferguson Award is given to a local, state or regional marine trades associa-tion that exhibits outstanding support for its membership. The award was named in honor of the first executive director of MRAA. Last year’s recipient was Boating Trades Association of Metro Houston

TECHNICAL SCHOLARSHIPThe purpose of this scholarship is to offer financial assistance for technical training of both present and future dealership personnel. It is awarded to indi-viduals and/or state or regional marine trades associations. This scholarship was underwritten initially by the OMC Foundation. The state or regional marine trades association must match the scholarship funds and select the recipient. Two scholarships are awarded to the following technical educational schools: The Landings, Kennebunkport, Maine; and WYOTECH - Marine Division, Dayton Beach, Fla. These scholarships are designed to assist students preparing for careers in the recreational marine industry.

BEST IDEAS AWARD WINNERLearn what was selected as the “Best Idea of the Year” based on audience votes during Tuesday’s Best Ideas panel.

PRESENTED AT NOON, DURING LUNCH IN ROOM W304



Documents

BEYOND… YOUR EXPECTATIONS THE RECESSION YOUR BUDGET YOUR GOALS … · 2017. 12. 1. · Techniques For Boosting Repeat Business Pricing Strategies To Maximize Sales And Gross Margins