Glenn Roller to Lead MDCE Manufacturer Rep Training
Friday, September 12, 2014
Posted by: Lindsey Johnson
September 12, 2014 — The manufacturer rep/dealer relationship can be a delicate
one. But when a true partnership is built, it can prove equally rewarding to
both parties. Reps can help dealers select the right products and services for
the local market, and the two parties can work together to provide excellent
goods and customer service to the boater.
At the upcoming Marine Dealer Conference & Expo, taking place Nov. 16-19 in Orlando, Fla.,
sales relationship and training expert Glenn Roller will host a special Manufacturer Rep
Training session designed to help attendees build a solid foundation for strong
The session, sponsored
by GE Capital Commercial Distribution Finance, is open to all MDCE exhibitors
and manufacturer reps that register to attend this year’s conference,
including those that represent boat lines and other marine products and
services. It is scheduled to take place Monday, Nov. 17 from 8 to 11 a.m. ET at
the Rosen Centre Hotel.
In his three-hour course, "Mastering the Dealer Relationship,” Roller will
help reps examine the breakdowns in rep/dealer communications; explore why some dealer
relationships work well and others are unnecessarily difficult; discuss the
roots of relationship resistance; discover how to remove the secret saboteur
from relationships; pick up strategies to grow any relationship, increase income
and make more personal connections; uncover strategies to reduce dealers’ need
for price incentives; and much more.
Attendees will walk
away from Roller’s presentation with the full complement of tools needed to help them understand and interpret relationship dynamics
between themselves and dealers, as well as learn easy-to-implement strategies
for reducing relationship friction. Click here to learn more.
"Glenn brings a
wealth of knowledge to MDCE from his years of experience studying the sales process,
learning what makes people tick, and mastering the art of negotiation,” explains
Liz Walz, director of education for the Marine Retailers Association of the
Americas, which produces the annual event in partnership with Boating Industry. "This session is a
can’t-miss event for reps looking to boost their sales results.”
kicks off the conference Monday morning, Nov. 17. While reps attend his session,
dealers will be participating in the Pre-Conference Workshops. The expo hall
opens immediately following the Manufacturer Rep Training.
"MDCE brings the
dealer community together with leading manufacturers and suppliers,” says Boating Industry editor-in-chief
Jonathan Sweet. "The Manufacturer Rep Training is one way we can help
strengthen the relationships between these two key groups and ultimately
improve and grow the marine business.”
The 2014 MDCE will
offer 30 educational sessions in all, the most the event has ever offered, including
seven Pre-Conference Workshops. The conference has traditionally included three
educational tracks, but in 2014, it has expanded to four tracks: Leadership,
Sales, Marketing and Service Plus. A Closing Keynote address also has been
added this year.
The MDCE is scheduled
for Nov. 16-19 at the Orange County Convention Center in Orlando, Fla. It has
attracted an increasing number of dealers every year since 2007. In 2013, MDCE
featured double-digit growth in dealer attendance, for a total of 615 marine
retail professionals. MRAA’s goal is to grow the event to more than 1,000
dealer attendees. To learn more and
to register, visit MRAA.com/MDCE.
About the Marine Dealer Conference & Expo
Dealer Conference & Expo is the Marine Retailers Association of the
Americas’ annual conference and member meeting. As the marine industry’s only
dealer-specific educational conference, the MDCE offers an in-depth lineup of
educational topics, a full-featured expo hall and a series of fixed networking
opportunities, all of which are designed to help marine dealers connect with
and learn from others who can foster their success. The MDCE is co-produced by
MRAA and Boating Industry, and it
features Pre-Conference Workshops, Opening and Closing keynote presentations,
four tracks of educational content and 30 sessions in all. It will be held Nov.
16-19 at the Orange County Convention Center and Rosen Centre Hotel in Orlando,
Fla. For more information, visit MRAA.com/MDCE.