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

Featured Sessions

 ​​Tuesday, Nov. 18th

Wednesday, Nov. 19th

Opportunity Walks: Why Most Prospects Don't Buy
(8:00 a.m. - 9:15 a.m.)

Turning F&I Objections into Opportunity
(10:30 a.m. - 11:45 a.m.)

More sales are lost that 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.

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. 

A Trade-In Process to Boost Your Margins
(10:15 a.m. - 11:30 a.m.)

Sales Strategies for the Hyper-Informed Customer
(1:00 p.m. - 2:15 p.m.)
MDCE speaker Tom DeanWith 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.

There is a new, hyper-informed, tech-savvy generation of boat buyers in the market. Are you ready for them? Are you appealing to them? To be successful with "Millennials,” you must treat them differently than their parents and grandparents or risk losing them forever. They don’t buy products; they buy experiences. In this workshop, you will learn who they are, how they shop, what they want and how to make them happy.
By David Martin

WALK AWAY WITH: Insight into how Millennials and Gen X differ from previous generations and specific strategies to sell to them now.

Sell More Boats to Women
(3:45 p.m. - 5:30 p.m.)


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


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