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If you want to sell more boats (and who doesn't), get yourself and your sales team registered for the 2014 MDCE.

Featured Sessions

+ OPPORTUNITY WALKS: WHY MOST PROSPECTS DON’T BUY

Don Cooper: MDCE Speaker More sales are lost than won because most dealerships actually discourage their prospects from buying without being aware of it. In this insightful program, you’ll learn how to win more sales, discover 10 reasons prospects don’t buy, what you’re really selling (it’s not what you think!), strategies for building confidence in your buyers, and how to significantly improve your customer loyalty. By Don Cooper

WALK AWAY WITH: Briefs on the Top Ten Mistakes Salespeople Make, Six Assumptions That Are Killing Your Sales, Nine Words You Should Never Use with Boat Customers, and more.


+ A TRADE-IN PROCESS TO BOOST YOUR MARGINS

David Parker: MDCE Speaker With many consumers trading in their used units to buy new, dealerships must have a trade-in process that protects their bottom line. In this session, you’ll learn how to value a boat correctly amidst the current economic conditions, use a trade-in approval form to manage customers’ expectations and other strategies for maximizing your profitability. By David Parker
WALK AWAY WITH: A trade-in approval form.



+ SELL MORE BOATS TO WOMEN

Kelly McDonald: MDCE Speaker You’ve heard it before: Women hold the purse strings in most households, and they influence up to 80 percent of all major transactions. But what sales strategies are you using to sell more boats to women and their families? During this presentation, you’ll gain new insight into how women think, communicate, decide, shop and buy, and learn strategies for leveraging that knowledge to increase your closing ratios.
By Kelly McDonald




+ TURNING F&I OBJECTIONS INTO OPPORTUNITY

MDCE Speaker: Jan Kelly Bring your toughest finance and insurance objections to this session, and challenge the expert presenter – and the audience – with them. In return, you’ll not only gain incredible insight into how to overcome those objections and convert them into real opportunity, but you’ll also receive word tracks and other examples of how you can increase your F&I profitability. By Jan Kelly

WALK AWAY WITH: Strategies for transforming the objections you bring to this session into sales.


+ SALES STRATEGIES FOR THE HYPER-INFORMED CUSTOMER


MDCE dealer attendees have asked us for opportunities to dig deeper into the topics that have the greatest impact on their dealership - that's what workshops are for. These in-depth sessions are designed to provide dealers with a collaborative setting where your team can buckle down and build new processes, plans and outcomes for your business – under the guidance of an expert advisor. To sign up, you must select the workshop ticket from Monday's agenda during the registration process. Pricing is included below.

+ SALES WORKSHOPS

BACK TO SALES BASICS
In both sports and business, evidence suggests that the best performers focus on the fundamentals, and the teams that make the fewest mistakes are the ones who win the most games. The simple reality for today’s dealers is that they tend to lose far more deals each day due to ego and abandoning their sales process than they do from using the wrong word track or closing line. Join one of MDCE’s highest-rated speakers, Sam Dantzler, as he takes you back to the basics, raising your sales game through the sales exercise missing from your dealership’s play book, the development of a better sales process, the creation of staffing guidelines, and more. $129 non-member/$99 member

WALK AWAY WITH: Training tools you can use to improve sales results for you and your team.


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Leadership Track