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 2019. Reservations are not required for these sessions but, of course, you must be registered for the tradeshow in order to attend. New this year, dealers who plan to attend the sessions by the Bob Clements team and want to get ahead of the game are invited to watch pre-training videos. While the videos are not required, they will provide some valuable background for the content to be discussed in the sessions. See the schedule below for links.

Workshop Schedule

8:00 - 8:50 AM
Maximizing Your Profitability

Bob Clements

Regardless of your dealership’s size or the number of techs you have, nothing produces more bottom-line profit than service work. Bob Clements will share the secrets to setting your posted labor rate to improve profitability without running off customers. Learn simple ways to incorporate flat-rating into billing practices and the proper way to bill time and material jobs to your customers. If you’re ready to take your service department to the next level of profitability this is a must-attend program.


9:00 - 9:50 AM
Panel Discussion: What Your Customers Need from You

Kim Rominger, Moderator

Do you ever wonder what goes on in the minds of your customers? What do they need from you, as their dealer? Join Kim Rominger, of the Equipment Dealer Association, as he has a candid conversation with some of your customers. During the conversation, he will dive into what your commercial and residential customers need from you when they are making a buying decision.


10:00 - 10:50 AM
Meeting the Challenge of Change

Sara Hey

Change is inevitable. But, as creatures of habit, it can be tiresome and scary. As an owner or a manager, leading a team through change can create some specific challenges, especially in a dealership environment. Sara Hey will walk you through specific ways you can lead your team through change and see a lasting and positive impact.

8:00 - 8:50 AM
4 Keys to Being a Successful Service Manager

Bob Clements
Optional Pre-Course – Pricing Jobs Correctly and Utilizing Flat Rating

There is no position in a dealership that can impact a customer more than that of the service manager. From setting up new equipment for sales to dealing with difficult repairs during season, today’s service managers play in a constantly changing world. During this fast-paced workshop, Bob will share the 4 keys service managers have to master and give you the tools you will need to implement changes in your service department.


9:00 - 9:50 AM
Finding and Hiring Technicians

Sara Hey
Optional Pre-Course – Understanding Roles in Your Service Department

It’s no secret that it’s hard to find technicians. Join Sara Hey as she walks through how to determine what to pay a technician, where to look for qualified candidates and the questions you need to ask during the interview process to make sure that you are hiring the right person for your team.


10:00 - 10:50 AM
Fine Tuning your Service Process

Bob Clements
Optional Pre-Course – Defining Your Service Process

From check-in to triage to pulling parts and updating customers, today’s service departments must run like fine-tuned engines. For the average service department, over 20 unique steps must happen to move a work order from open to closed. Each step must be tuned and adjusted to get the maximum performance out of the techs and the maximum profitability out of the shop. Bob Clements will break down the process and share specific tweaks that will fine tune your ship.

12:00 – 12:50 PM
Increasing Sales through Demos

Greg Martinelli, Ag Sales Professionals

Equipment buyers have access to more information and markets than any other time in history. The internet provides an overload of information on features, benefits, options and certainly pricing. As equipment sellers, we are always looking for that one way to stand out to our buyers. Is it our knowledge, our marketing efforts, our service department or our financing options? In this session, Greg Martinelli will discuss one of the best ways for you to differentiate yourself and your products. Why is it different? Because less than half of your competitors are using it!

1:00 – 1:50 PM
All You Have to do is Ask and Follow Up
(Thursday, October 16, 1pm)

Greg Martinelli, Ag Sales Professionals

It is estimated that in 50% of B2B and 80% of retail sales transactions, the salesperson never asks a closing question. By putting this one skill to use, you will surpass at least 50% of your competitors. Don’t let another customer walk into your store and leave without finding out how to ask closing-style questions to move the sale forward.

2:00 – 2:50 PM
Guidance for Dealers Following Wayfair Ruling

Rex Collins, Principal at HBK CPAs & Consultants

In June 2018, the U.S. Supreme Court issued its decision in the South Dakota v. Wayfair case. Likely the most significant tax decision issued in over 50 years, it changes the rule for collecting and remitting sales tax to a state from requiring a dealer to have a physical presence in that state to simply doing business with customers from that state (so-called “economic nexus”). In this session, Rex Collins, will discuss the dramatic impact of this ruling on dealers and their businesses.

8:00 - 8:45 PM
Compensation for Service and Parts

Bob Clements
Optional Pre-Course – Understanding Your Service and Parts Metrics

How you compensate your service and parts people will have a major impact on their overall productivity and profitability. As an owner you have to balance your compensation programs to get the optimum performance from each employee while maintaining the profitability you need to keep your dealership healthy. Bob Clements will share specific ways you can create compensation programs that help your techs bill out more time each day and have your parts people upselling and cross-selling as a normal part of their day.


11:00 AM - Noon
Dealing with Different Personalities in your Dealership

Sara Hey
Optional Pre-Course – Coaching vs Managing

Do you ever think life in your dealership would be easier if everyone thought and acted just like you? In theory that may sound good, but it is not realistic. As an owner or manager, how do you take a team of incredibly different people and understand what makes them unique, but even more, understand how to leverage their unique personalities and motivators to move the business forward? Sara Hey will talk about how you can move your dealership forward by understanding the different personalities you are interacting with on a daily basis.