Dealer Workshops

Free with GIE+EXPO registration

Learn valuable tips from the Bob Clements team as well as experts from the Equipment Dealers Association and United Equipment Dealers Association.

Bob Clements' highly regarded consulting company helps dealers throughout North America. Bob is considered one of the top trainers in the country, and you can hear him free at GIE+EXPO 2021. Reservations are not required for these sessions but, of course, you must be registered for the tradeshow in order to attend.

Plus, a new half-day masterclass by Bob Clements International for only $99.

Workshop Schedule

A masterclass with Bob Clements International
Tuesday, October 19, 1:00 - 5:00 PM
Only $99

Are you ready to jumpstart your dealership? During three interactive sessions, Bob Clements and Sara Hey will walk you through key strategies that will help move your dealership to the next level along with how to implement them. It’s all based on your unique circumstances. And they’ll answer your questions along the way.

Who’s it for? Dealership owners and managers who are ready to dive deeper into their business and make changes, as well as business managers and manufacturers who want to better support their dealer channel.

You’ll leave with:

  • Specific strategies to improve your service, parts and wholegoods departments
  • A knowledge of your dealership numbers and how you can improve them
  • A fresh perspective on what your dealership is capable of
  • An actionable next step for each department in your dealership


1:00-2:15 PM
Is My Dealership Surviving, Dying or Thriving?

How do you assure that your business, or your dealer network, can withstand whatever comes its way? Sara Hey will lead you through the process of evaluating your dealership’s balance and discuss specific strategies for each department to help you safeguard your dealership. What will you need? A copy of your current profit and loss statement and the calculator on your cell phone. If you don’t have a current P & L, we will have samples for you.


2:15-2:45 PM – Break


2:45- 4:00 PM
Growing the Profitability in Each Department

What are “good” numbers for your dealership and how do you improve them? Bob Clements will show you how to evaluate the numbers in your dealership and how to determine your target numbers, along with specific strategies to improve them. What will you need? A copy of your basic reports, by department, from your business management system. If you don’t have them, we will have samples for you.


4:00-4:45 PM
Excuse Me. I Have a Question!
A fast-paced but informative session where Bob Clements and Sara Hey field your questions

From marketing, profitability and inventory to employees, hiring and efficiency, you might be wondering, “How would Bob or Sara handle my situation?” Now is your chance to ask or at least listen as Bob and Sara answer dealers’ burning question. Nothing is off limits (well, almost nothing) during this live Q&A.

After class, join Bob, Sara and other participants for happy hour at Fourth Street Live!

8:00 - 8:50 AM
How to Close More Sales and Make More Money
Bob Clements

In today’s dealerships it is critical to maximize the profit out of every customer that walks through your doors. This requires a plan that allows you to take advantage of every selling opportunity. Bob Clements will walk dealers through the six keys to improving your selling process and show you how to overcome most price objections, the importance of using parts and service to negotiate and two simple techniques that will help you close more sales with better margins.


9:00 - 9:50 AM
Six Revenue-Generating and Time-Saving Benefits of Using Two-Way Texting from Kenect

Did you know 89% of your customers and prospects would rather communicate with you via text message than phone call? The way we communicate with our customers is changing daily, and many of the industries we do business with have been using text messaging for years. Learn about how business texting can impact your dealership.

  • Attract and convert more customers via text messaging from your website, Google and more
  • Text from your existing business line instead of personal cell phones
  • Reduce phone traffic by up to 35% and eliminate customer wait times
  • Generate dozens of 5-star reviews each month to help you convert more prospects and sell more units
  • Schedule service appointments and send text reminders to reduce no-shows
  • Send photos, attachments and service updates via text message


10:00 - 10:50 AM
You’re the Problem (and the Solution!)
Sara Hey

Have you ever wondered why some dealers are on a never-ending bumper car ride, where the only thing that was ever produced was minor whiplash, and why others succeed despite it seeming like everything is stacked against them? Sara Hey will walk you through what the BCI team spent over a year discovering about the seven habits that set the dealers who are constantly successful apart from those who can never get ahead. She will share stories of dealers who exhibit these characteristics along with tips for reclaiming your sanity, your life and your dealership.


12:00 - 12:50 PM
Dealer Roundtable – Trailer Dealers and Dealers thinking about Selling Trailers

Are you a dealer who is currently selling – or thinking about selling – trailers at your dealership? Bob Clements and Sara Hey will lead this dealer roundtable covering all things trailers.

8:00 - 8:50 AM
Fine-Tuning Your Cash Flow Strategy
Bob Clements

Cash is king in your dealership, and finding opportunities to maximize cashflow is critical as you move into the slow time of year. In this fun and fast-paced workshop, Bob Clements will walk you and your team through four simple steps that can add cash to your bottom line while improving the experience your customers have at your dealership.


9:00 - 9:50 AM
Legislative & Regulatory Issues to Keep an Eye On in 2021
Josh Evans

Josh Evans, VP of Government Relations and General Counsel for the Equipment Dealers Association, will highlight a few of the most important legislative and regulatory decisions for 2021. Evans will provide a summary and analysis for each, noting implications for small businesses, specifically outdoor power equipment dealerships.


10:00 - 10:50 AM
Creating Recurring Revenue in Every Department
Sara Hey

Netflix, your gym, utility bills and more come out of your bank account like clockwork every single month. What is it that many of these companies know about recurring revenue? And, how can you transform your dealership into a business that has consistent revenue every single month? Sara Hey will share specific strategies to help create recurring revenue in every department of your dealership.


12:00 - 12:50 PM
Dealer Roundtable – Maximizing Rental Income in Your Dealership

Rental income in a dealership can be an incredible income stream if managed properly. Bob Clements and Sara Hey will lead a roundtable discussion about maximizing rental income in your dealership. Learn from other dealers as they share what has been successful and mistakes they would avoid if they were to start their rental departments all over again.


1:00 - 4:40 PM
Hourly Dealer Software Discussions
Sit in on one or all four.

Are you considering implementing software in your dealership or making a change but don’t know where to start? Take an in-depth look at four options. The Bob Clements International team will walk you through a series of questions to help you find the right software to take your dealership to the next level, and you’ll have the opportunity to ask the providers questions.

  • 1:00 – BlackPurl
  • 2:00 – Lizzy Software
  • 3:00 – Ormandy Software
  • 4:00 – Ideal Computer Systems

8:00 - 9:00 AM
Roundtable – Bulletproofing Your Business

Can your business withstand anything that might come your way? This is a question that keeps many business owners and managers up at night. There are a number of things you can do to make a dealership bulletproof. Bob Clements and Sara Hey will lead a discussion with other green industry businesses about how we can bulletproof our businesses as we move into the new year.