SEMA Show 2010 Education Days

As of July 26, 2010

All sessions listed below are included with the price of show registration and will be held at the Las Vegas Convention Center (unless noted otherwise). Pre-registration for the sessions listed below is not required.

Track:

Business Efficiency 101, Powered by the SEMA Business Technology Committee (BTC)

Business Management

Customer Service & Sales Solutions

Industry Trends & Forecasts

Marketing

Online Marketing, Sponsored by eBay Motors

MicroSession

SuperSession

Tires

Tires: Tires at 2

Business Efficiency 101, Powered by the SEMA Business Technology Committee (BTC)

Getting Your Data House in Order, Part I: We Really Want to Sell Your Products but Your Data Won’t Let Us - Data 101
Monday
11/1/2010
9:30 AM - 10:30 AM
Presenter: Bob Moore, Bob Moore & Partners

If you need to get started with getting your data act together, this is the introductory seminar for you. Your speaker will focus on the basics of standardized product information in easy to follow language and show how it will help you sell more products. You will learn the differences between product attribute data (PIES) and catalog application data (ACES) and how both are critical to your success. Discover how a simple data sync with your trading partners can eliminate lost sales, invoices errors and gain more business for both of you. You will be introduced to a simple to use data template to send and receive data with your trading partners. This session is a must for anyone who is just getting started with data or is confused by all the “geek-speak” related to data and data standards.

Getting Your Data House in Order: Part II – Product Attribute Data -The Path to Profits - Data 201
Monday
11/01/10
11:00 AM - 12:00 PM
Presenter: Scott O'Toole, RPM Data Services LLC

The industry is using standardized data to increased sales, lower returns and improved product exposure. In this session we’ll focus on how using the standardized product format PIES allows everyone to sell more parts! We will cover the basics and also more advanced areas of PIES including:

Getting Your Data House in Order: Part III - Application Data Standards – Fit Happens - Data 301
Monday
11/01/10
1:00 PM - 2:00 PM
Presenter: Gigi Ho, Digital Performance

Recent industry studies show that most manufacturers have major “holes” in the application data, meaning that they don’t catalog ever application that their parts fit. This seminar will help manufacturers understand how to use industry application standards to eliminate holes and provide their customers with more accurate application data. This seminar helps explain the differences between AAIA Legacy data standards and ACES and how to get the most out of each. Additionally, the new SEMA BTC ACES flat file will be reviewed.

Grow Your Business with Customer Relationship Management (CRM)
Tuesday
11/02/10
1:00 PM - 2:00 PM

You have hundreds of contacts, leads and customers to keep track of, cultivate and maintain. Whether you are large or small, learn what CRM software is available and how it can help your business keep the customers you have and cultivate new ones to drive sales.

Everybody into the Pool – Understanding Industry Data Syndication Services
Tuesday
11/02/10
3:00 PM - 4:00 PM
Presenters: Bob Moore, Bob Moore & Partners
Ed Heon, Datagility

Lately it seems there are daily announcements of services that promise to revolutionize access to industry product and fitment data. Our two experts will help sort through the myriad services and help you determine what is right for you. The session will focus on the work that SEMA has done in creating its own data service and update members on the status of a SEMA sponsored data pool.

Digital Assets? I Thought They Were Pictures. Selling More by Showing More Through Imaging Best Practices
Wednesday
11/03/10
11:00 AM- 12:00 PM
Presenters: Luanne Brown, eTool Developers LLC
Pat Weilmeier, Solenium Group
Chris Hafner, Amazon Automotive Store

Web sellers know a picture in not just worth a thousand words, it means more sales. This seminar will cover help you understand the value of shared digital assets (images, diagrams, audio/video, schematics, etc) and how they enhance sales. Additionally it will expose you to the industry standards for sharing digital assets and how compliance with them can open doors with chain stores and web sellers.

Lean 6 Sigma for Business
Thursday
11/04/10
11:00 AM - 12:00 PM
Presenter: CMTC

Business Management

Shipping & Freight Services: Learn How to Save Money
Monday
11/01/10
9:30 AM - 10:30 AM
Presenters: Siriani & Associates

Shipping and receiving---it's how you move product day in and day out. You need it to survive but it is often overlooked as a place to potentially save money. This session will discuss specific cost-savings opportunities including package discounts, less-than-truckload (LTL) discounts, expedited & air freight shipping discounts, and much more.

Borrowing Money In Today's Credit Jungle
Monday
11/01/10
11:00 AM - 12:00 PM
Presenters: CMTC

Increase Your Profits & Lower Costs with the 20/20 Program
Monday
11/01/10
1:00 PM – 2:00 PM
Presenters: CMTC

The Plastic Factor--How Financing Creates A Steady Stream Of Loyal Customers
Tuesday
11/02/10
9:30 AM - 10:30 AM
Presenter: David Jelley, GE Capital

Now more than ever, your profits depend on the ability of your customers to pay. Easy payment plans help your customers get the service they need at a payment they can afford. Learn more about a fast, simple process that fits into the way you do business.

Profit Mastery I
Tuesday
11/02/10
11:00 AM - 12:00 PM
Presenter: Carl Forssen, Business Resource Services, Inc.

Profit Mastery II
Tuesday
11/02/10
1:00 PM - 3:30 PM
Presenter: Carl Forssen, Business Resource Services, Inc.

Insurance: 5 Ways You Can Save Money
Wednesday
11/03/10
11:00 AM - 12:00 PM
Presenter: Bob Corwin, Specialty Equipment Insurance Alliance (SEIA)

Liability insurance, workers comp, and health benefits coverage----the list goes on and on. Insurance is a necessity, but are there ways to save money? This session will discuss insurance solutions that not only protect your business but help save you money.

Black Ink: Cash Flow Management
Wednesday
11/03/10
1:00 PM - 2:00 PM
Presenter: Tom Shay, Profits+Plus

Sure, most all businesses get a financial sheet that is updated each month, but is it being utilized to its fullest? Do they create a cash flow chart? And have they established a set of goals, both long and short term? Seminar attendees will discuss examples of these, and create a plan for the future of their business.

Creating Positive Cash Flow with an Open-To-Buy
Wednesday
11/03/10
3:00 PM - 4:00 PM
Presenter: Tom Shay, Profits+Plus

You will find that a majority of businesses do not understand or utilize an open to buy. Yet the majority of small retail businesses that fail each year have a financial sheet showing them as profitable on the day they close! Too often, that needed cash is sitting on the shelf as excessive inventory Or, how many business owners and managers are surprised each month as they examine their financial statements to see there is more inventory than they wanted in their business? This problem can be solved. Understanding and utilizing an “open to buy” will move marginal businesses to profitable businesses.

Do-It-Yourself Intellectual Property Protection
Thursday
11/04/10
11:00 AM - 12:00 PM
Presenters: Steve Lustig, Dickinson Wright PLLC
Merritt Blakeslee, The Blakeslee Law Firm
Robb Roby, Knobbe Martens Olson & Bear

Budgets are tight, but guarding intellectual property is essential. How can a company avail itself of intellectual property rights while reducing the amount spent on intellectual property counsel? This presentation introduces online resources and other steps that reduce legal expenses while preserving the ability to pursue intellectual property rights.

Calculate the Value of Your Company
Thursday
11/04/10
1:00 PM - 2:00 PM
Presenters: Bob Kinsella,
Karl Johnson

Do you really know what your business is worth? Do you know how to maximize the value of your business in a changing economic environment? Whether you plan to sell, strategically buy, or just want to understand your capitalization options this session is for you. The presenters will give a brief overview of automotive aftermarket trends and the ways in which value is measured, and then they’ll teach you how to attract capital investment for acquisitions, consolidation, recapitalization and more.

Customer Service & Sales Solutions

Explode Your Sales! How to Get the Maximum Bang From Your Marketing Bucks
Monday
11/01/10
11:00 AM - 12:00 PM
Presenter: Bob Negen, WhizBang Training

Does 20%, 30%, even 50% sales growth next year sound good? If it does, you won’t want to miss this fun, dynamic workshop guaranteed to dramatically increase customer loyalty, foot traffic and turbo charge sales. This program teaches the secrets of an organized, consistent method to generate huge sales increases. And it’s not about spending a fortune, finding the next Beanie Baby, or creating a killer newspaper ad. It’s about creating exponential growth by doing lots of little things well; it’s about planting many seeds and watching them grow. It’s so simple it will blow your mind. You will learn: - EIGHT ways to get customers to shop more often. - FIVE ways to get a flood of new customers for almost no money. - The secret to generating TONS more foot traffic. - A simple FOUR step process to develop deep (and profitable!) relationships with every customer who comes in the door. - SIX ways to give a BIG boost to your average sale. - How to jump start your sales – no matter what time of year. - And many more tricks to grow business without spending a fortune. Plus a special section on exactly how your group can use e-mail marketing and their websites to generate LOTS more sales from their current customer base.

How to Find, Hire & Train a Team of Retail Superstars
Monday
11/01/10
1:00 PM - 2:00 PM
Presenter: Bob Negen, WhizBang Training

A top-notch staff is your biggest competitive edge. A great staff does not happen by accident; it is created by recruiting the right people, training them effectively, disciplining them fairly, and motivating them constantly. You’ll learn: - The tricks to finding the best, most highly qualified candidates. - How to develop interview questions that separate the potential superstars from the run-of-the-mill. - The three reasons people don’t do what they are supposed to – and how to solve the problem. - What to do when someone “holds you hostage”. - How to build a great employee manual that is the foundation of your training program. - The most important - and most frequently forgotten - step in the training process. - The secret to consistently great training – every employee, every time you hire. - Why a great training program is the key to top-drawer customer service and big sales increases. - The five secrets of successful coaching. - And much, much more!

Turn Your Staff Into a Service-Driven Sales Machine
Monday
11/01/10
3:00 PM - 4:00 PM
Presenter: Bob Negen, WhizBang Training

Effective, customer focused selling is not pushy or rude. It is the best customer service tool at your command. This fun, interactive workshop focuses on practical, proven customer service and sales strategies that can be brought back to your business and used immediately. The focus is not on theory, but on easy to understand strategies, tips and tricks to boost your store’s sales while providing exceptional service. In this workshop you will learn: - How to turn a complaint into a powerful, positive customer experience. - The basic needs of customers and the most efficient way to meet them. - Ten telephone tips to make sure that the first contact is a great one. - How to dramatically improve customer satisfaction by using specific, confidence boosting words. - The five steps to a great sale. - Six powerful words to understand your customer’s needs. Great customer service and great selling do not happen by accident. This workshop gives you the tools you need to deliver the service your customers deserve and generate the sales your store need.

How to Successfully Compete Without Selling on Price
Tuesday
11/02/10
11:00 AM - 12:00 PM
Presenter: Brian Resse, Competition Cams

Selling more products is not solely based on price. This session will discuss 5 key elements that will help your company understand how to break away from the pack and sell product on merit, at fair market prices.

Beyond Insurance Claims: Custom Painting for Profit
Tuesday
11/02/10
1:00 PM - 2:00 PM
Presenter: Jim Savas, Advanstar

Looking for new ways to grow your paint and body business? This session will explore the profit potential of custom painting and how to successfully integrate it into your current business.

The Art of Negotiating
Wednesday
11/03/10
9:30 AM
10:30 AM
Presenter: John Passante, Brenton TV

Life is a series of negotiations--both professionally and personally. It is a complex process that is critical to master. In this session, you'll learn how to identify creative opportunities, needs, resources, as well as what questions you need to ask during the negotiating process. And more importantly, how to navigate negotiations while fostering collaboration and building trust.

Hell Hath No Fury Like A Customer Scorned
Thursday
11/04/10
11:00 AM - 12:00 PM
Presenter: Nancy Friedman, The Telephone Doctor

This unique sales and customer service program delivers the Telephone Doctor’s FAMOUS FIVE FORBIDDEN PHRASES. Ever wondered what frustrates your customers? Well, Nancy knows. She'll share the Five Forbidden Phrases and, yes, give you the positive alternatives. What are you or your staff saying that turns your customers off and makes them run to the competition? A content rich program designed to get your customers swearing BY YOU….not AT you! You'll be laughing & learning throughout.

Telephone Techniques: Turning Calls Into Sales
Thursday
11/04/10
1:00 PM - 2:00 PM
Presenter: Nancy Friedman, The Telephone Doctor

A dynamic SALES program for the seasoned or novice person. This program covers both counter training and phone sales for inbound and outbound calls. Every telephone call is a business opportunity and how we treat that call is worth hundreds of dollars. How much business are we losing due to poor sales skills? UNTOLD millions! Nancy Friedman, The Telephone Doctor, presents “Sales Skills from A to Z.”

Do Your Customers Love You?
Thursday
11/04/10
3:00 PM - 4:00 PM
Presenter: Mark Beaton, MBA Dealer Services

How does your customer service rate? Surveys show that more consumers than ever are fed up with bad service! And when they receive bad service, either real or perceived, they limit their spending or go someplace else. Learn the difference between the customer’s needs and expectations and how to form business processes and personal behaviors around those needs and expectations. Learn the impact of having consistent work practices and added-value items that can be included. Understand the impact attitude has on customer loyalty and future sales.

Industry Trends & Forecasts

Financial Benchmarking: An Industry Overview
Monday
11/01/10
3:00 PM - 4:00 PM
Presenter: Jon Hedges, Hedges & Company

How does your business compare? The SEMA Financial Benchmarking Program was developed in order to provide SEMA members with financial benchmarks they could use to help measure and compare their business operations with others in the industry. Industry-specific key performance indicators are reported that can then be used by participants to improve or grow their businesses. The program provides business owners and managers information, such as: how their year-to-date sales compare with other specialty-equipment companies; how their shipping costs compare to those of other companies; and what other companies spend on advertising. This session will give a 1-year overview of industry results.

New Car Buyers' Aftermarket Intentions
Tuesday
11/02/10
11:00 AM - 12:00 PM
Presenter: Dan Hall, AutoPacific

It's the age-old question, what are your customers going to buy? This session will explore buyers' intentions based on studies of more than 30,000 consumers. Learn potential buyers' aftermarket intentions, including research into the demand for: different wheels, satellite radio, navigation systems, audio system upgrades, ground effects/spoilers, suspension upgrades, engine/performance upgrades, exhaust system upgrades, tires, paint/graphics, grilles and DVD/game systems.

Selling to Car Dealers
Tuesday
11/02/10
1:00 PM - 2:00 PM
Presenter: Ron Leslie, Katzkin Leather

Selling to car dealers can be challenging, but if done properly, it can result in a long-term and profitable partnership. In this session, you'll learn how to approach and effectively build a long term relationship with car dealers, how to sell value, not price, how to create vehicles that provide unique selling angles for dealers at higher profits, how to overcome dealer objections and structure your business to do dealer work.

Future Aftermarket Trends & How to Profit
Wednesday
11/03/10
9:30 AM- 10:30 PM
Presenter: Jon Hedges, Hedges & Company

Markets follow similar trends as they mature...the rules of market dynamics apply to almost any industry, going back to the 1700s. In a mature market, three competing companies dominate market share and profits. At the other end of the scale are smaller specialized but profitable companies. Companies stuck in the middle have the lowest profits and ROI…they can’t compete with the big 3 and aren’t nimble enough to compete at the low end. Where does your company fit in and where is our industry in the cycle? This session will give you a clear understanding of current and future market dynamics that can help ensure your company’s profits and survival.

Market Research: How It Can Help Your Company Make More Money
Wednesday
11/03/10
11:00 AM - 12:00 PM
Presenters: Tom Myroniak, SEMA
Michael Cooperman, J.D. Power & Associates
Dan Hall, AutoPacific
David Parcell, Harris Interactive
Famous Rhodes, eBay Motors

Information is king, and compiling information from your customers can help you build a better business. Learn: - How you can more clearly identify who your customers are - How you can better use forecasting data to make strategic business decisions - What type of research is available and how you can apply it to your business.

Selling Performance Parts: Trends & Sales Strategies - Powered by the Street Performance Council (SPC)
Thursday
11/04/10
11:00 AM - 12:00 PM

Whether you're a performance reseller or manufacturer, this session will give you insight into emerging buying trends and what's driving the performance market. Learn what retailers are doing successfully. How are they finding and engaging new customers? And once they’ve engaged a potential customer, what are they doing to close the deal and make a profit? Join this group of industry veteran’s for an informative and revealing discussion.

Marketing

Stand Out From the Crowd: Defining Your Company's Value Proposition
Monday
11/01/10
9:30 AM - 10:30 AM
Presenter: Tom Marx, The Marx Group

What makes your company unique or different than the competition? Is it price, quality, commitment, customer service, R&D or a combination of these? Determining your company's value proposition is a branding process that is worth the time and effort. Doing so will bring consistency to your communications and clarity for all stakeholders--customers, investors, employees, and constituents. It will also help your company understand why it has more value than the competition. Invest the time to learn how to competently convey your company's value proposition.

Produce The Perfect Product Launch
Monday
11/01/10
11:00 AM - 12:00 PM
Presenter: Tom Marx, The Marx Group

In a crowded marketplace, you can’t afford to miss a beat with a new product launch. After major investments in development, engineering and manufacturing, the initial marketing strategy is often overlooked, underfunded or poorly executed, and the product never reaches its sales goals. Whether you are contemplating a product launch or are already deep in the process, this session will help you focus on what is most important. You will learn timeline recommendations, how to identify the most effective marketing tools to leverage your brand, how to get buy-in from all stakeholders and how to engage customers for improved out-of-the gate sales performance and metrics.

Effective Retail Merchandising
Monday
11/01/10
1:00 PM - 2:00 PM
Presenter: Michael Staples, Naythons Display

Top products and experienced salespeople are half the battle in retail sales. The other half—possibly the most difficult half—is merchandising a store so that the quality of its products stand out and the sales force has the opportunity to service customers properly. Setting up displays, arranging counters and fixtures, designing floor space and layout are all crucial to the success of a retail operation. This session will explore what's working for successful retailers and how you can incorporate these proven strategies.

Direct Marketing: How to Successfully Market Directly to Consumers
Monday
11/01/10
3:00 PM - 4:00 PM
Presenters: Ozair Esmail

Direct marketing is a form of advertising that reaches its audience without using traditional formal channels of advertising, such as TV, newspapers or radio. This session will explore how businesses today communicate straight to the consumer with unique advertising techniques. Some might surprise you!

Changing Landscape of Media
Tuesday
11/02/10
3:00 PM - 4:00 PM

The revolution in communications technology is clearly changing the way we live, and it has created a highly competitive environment for those who provide news and information to the public. This thought-provoking discussion will look at new media trends and how it will affect your business.

Retail Strategies: How to Stay Competitive in the Digital Age
Wednesday
11/03/10
9:30 AM - 10:30 AM

Technology and globalization are changing the retail landscape and successful retailers will be those who can respond and adapt to those changes. Technology and the Internet have altered how consumers shop and what they expect from retailers. Consumers expect more personalization, tailoring and customization than ever before. This session will explore customers' expectations and how your retail business can stay competitive in this quickly changing environment.

Top 10 Marketing Trends for 2011
Wednesday
11/03/10
1:00 PM - 2:00 PM

The marketing strategies that worked for your company this year may not work in 2011. This session will help you stay current by discussing 10 trends for marketers for 2011 that will have direct consequences to the success--or failure--of next year's branding and marketing efforts.

Motorsports Marketing Trends - Powered by the Motorsports Parts Manufacturers Council (MPMC)
Thursday
11/04/10
9:30 AM - 10:30 AM

Lifestyle Branding: Getting Customers to Identify with Your Brand
Thursday
11/04/10
3:00 PM - 4:00PM

Do people want to be associated with your brand? This can be a powerful tool in marketing your company. In this session you will explore case studies of successful lifestyle brands, what opportunities might exist for your company and how to attract buyers who aspire (or identify with) a particular lifestyle.

Online Marketing, Sponsored by eBay Motors

Social Media For Business - Powered by the SEMA Businesswomen’s Network (SBN)
Tuesday
11/02/10
9:30 AM - 10:30 AM
Presenter: Matt Bailey, SiteLogic Online Marketing

Facebook, Twitter and YouTube can multiply your company’s sales, but proper use of social media involves much more than just showing up. Learn the dos and don’ts of these new communications forms. Even more important, learn how to avoid social media disasters that can jeopardize sales.

Anayltics (Search, Usability)
Tuesday
11/02/10
11:00 AM - 12:00 PM
Presenter: Matt Bailey, SiteLogic Online Marketing

How to Implement Testing Programs 101
Tuesday
11/02/10
1:00 PM - 2:00 PM
Presenter: Matt Bailey, SiteLogic Online Marketing

Reputation Management: How to Counter Negative Information
Tuesday
11/02/10
3:00 PM - 4:00 PM
Presenter: David Bayer, DataBanq

Google the name of your company right now. See anything you don't like? With potential customers increasingly heading online to research products and services, bad reviews or complaints that turn up in a search can mean lost business. Learn what strategies can be used to deal with negative information and the best ways to build a positive company image.

Getting People to Read Your Emails
Wednesday
11/03/10
9:30 AM - 10:30 AM
Presenter: Michael Kelly, ClickMail Marketing

Write, click and send. Easy, right? But it’s also easy for your recipient to hit delete. Learn how to ensure that your emails are not only opened but compel the recipient to act. This session will explain the optimum techniques for companies, focusing on case studies and best practices, software tools and templates for success.

Search Engine Optimization (SEO) & Local Search
Wednesday
11/03/10
1:00 PM - 2:00 PM

6 Secrets to Viral Video Marketing
Wednesday
11/03/10
3:00 PM - 4:00 PM
Presenter: Matt Martelli, Mad Media

By the year 2012 video marketing share in the US alone is expected to hit the 4 billion dollar mark. YouTube is now one of the largest search engines in the world. Video is a key marketing component for every business. This session will examine case studies of companies who have successfully integrated video into their marketing mix and what critical elements your company must consider when producing, posting and sharing video content.

Connecting with Your Customers on Blogs & Forums
Thursday
11/04/10
9:30 AM - 10:30 AM

In this Internet age, everyone uses the web to research, select and buy products. Forums and blogs have become sounding boards for consumers around the world, informing peer networks about innovations and markets. Small businesses must take advantage of these resources. Learn how to create, manage and interact on your own forums or blogs to bring maximum impact for your brand.

Maximize Your Return Pay-Per-Click Campaigns
Thursday
11/04/10
11:00 AM - 12:00 PM

Search engines are the indispensible tool people use to find products in the modern world, and they partner with pay-per-click advertising for the most efficient way to obtain customers. Any business that operates a website to market its products must understand how to use key words and pay per click to attract traffic and maximize sales. Learn the top techniques in this supersession.

Selling on Online Marketplaces
Thursday
11/04/10
1:00 PM - 2:00 PM
Presenters: Famous Rhodes, eBay Motors

MicroSession

7 Questions to Ask a Potential Web Designer
Wednesday
11/03/10
11:00 AM - 11:15 AM

Your website is the face of your company for millions of Internet users, so design and functionality can make or break your web enterprise. A knowledgeable web designer can help lead customers to your site and make it easy for them to find your products. Learn how to choose the ideal team and what key questions must be asked before you hire someone.

Website Hosting Essentials
Wednesday
11/03/10
11:15 AM - 11:30 AM

SEO & Link Building
Wednesday
11/03/10
11:30 AM - 11:45 AM

Key Word Search
Wednesday
11/03/10
11:45 AM - 12:00 PM

SuperSession

SuperSession: Driving Safe
Monday
11/01/10
9:00 AM – 12:00 PM

SuperSession: Driving Green
Tuesday
11/02/10
9:00 AM - 12:00 PM
Presenter: Mark Reuss, President, General Motors

SuperSession: Driving Connected
Wednesday
11/03/10
9:00 AM - 12:00 PM

SuperSession: Performance Oil
Thursday
Wednesday
11/03/10
8:30 AM – 9:30 AM

Tires

TIA Global Tire Symposium
Wednesday
11/03/10
5:00 PM - 6:00 PM

Tires: TPMS at 10

TPMS Service & Maintenance
Tuesday
11/02/10
10:00 AM - 11:00 AM
Presenter: Sean MacKinnon

Now that every new vehicle under 10,000 lbs GVWR must have a Tire Pressure Monitoring System (TPMS), tire retailers must adapt to numerous systems with unique service procedures. This lack of standardization is often the source of lost productivity and lower customer satisfaction. As the Director of Automotive Training Development, Sean MacKinnon is quickly becoming one of the industry’s foremost experts on TPMS service procedures in the field. Over the past few years, he has taught thousands of technicians how to properly service the tires and TPMS on late-model domestic and foreign vehicles. Sean will address key service principles for all types of TPMS and discuss the importance of having quick access to part numbers and relearn procedures. As part of his presentation, Sean will also provide a TPMS overview for every major domestic and import manufacturer.

TPMS Scan Tool Panel
Wednesday
11/03/10
10:00 AM - 11:00 AM
Presenter: Sean MacKinnon

Without a properly formatted TPMS relearn or scan tool, the technician cannot determine why the TPMS indicator light remains illuminated after the relearn procedure has been completed. The TPMS indicator could be caused by a number of problems, but some type of electronic diagnostic tool will probably be required to remedy the situation. This panel will feature the top technical experts from each of the major TPMS relearn/scan tool manufacturers. They will provide attendees with a quick glimpse of the functions that their respective tools can deliver and then participate in a question and answer session following the presentations. If you have an electronic TPMS tool sitting in a drawer because “it doesn’t work” or are looking to buy or upgrade to a more comprehensive model, this panel is definitely the one to catch.

Turning TPMS Into a Profit Center
Thursday
11/04/10
10:00 AM - 11:00 AM
Presenters: Sean MacKinnon
Kevin Rohlwing, TIA
Matt White

Everyone knows that adapting to TPMS is going to come with some degree of pain. After all, how do you make sense of a required safety device with service procedures and components that are totally different from manufacturer to manufacturer? As the industry leader in TPMS training, TIA has worked with thousands of technicians and hundreds of tire dealers to discover how retailers can make TPMS a profit center instead of an expense. Join Sean MacKinnon and TIA Senior Vice President of Training Kevin Rohlwing for this informative discussion on the steps that companies can take from the sales counter all the way to the service bay to ensure that TPMS does not become a burden. By following the guidelines in this presentation, retailers are sure to increase their TPMS component sales and boost profits.

Tires: Truck Tires at 10

Bead Lubricants and Chamber Fires
Wednesday
11/03/10
10:00 AM - 11:00 AM
Presenter: Kevin Rohlwing, TIA

Commercial tire service and retreading have basically operated independent of each other for years, but the problem of chamber fires has been linked to certain bead lubricants and release agents. Besides the possible link to chamber fires, the use of these compounds also poses an occupational health risk to employees. This seminar will address the risks of using flammable bead lubricants and introduce extensive research on a new bead lubricant and release agent that is petroleum-free and non-flammable.

TMC Radial Tire & Disc Wheel Service Manual
Thursday
11/04/10
10:00 AM - 11:00 AM
Presenter: Kevin Rohlwing, TIA

Last year, the Technology and Maintenance Council (TMC) of the American Trucking Associations (ATA) released the TMC Radial Tire & Disc Wheel Service Manual, a project that took years to complete and is the work of TMC's S.2 Tire and Wheel Study Group. This seminar will outline the information contained in the TMC Radial Tire & Disc Wheel Service Manual and demonstrate how it can be used as a reference in the field.

Tires: Tires at 2

Successful Tire Dealers Share Their Secrets
Tuesday
11/02/10
2:00 PM - 3:00 PM
Presenter: Kevin Rohlwing, TIA

The franchise of Tires at Two is back with an all-new panel sharing all-new secrets. It’s truly amazing how tire dealers are always willing to share the ideas that have made them successful. You can call it “giving something back” or “doing what is best for the industry,” but we call it the longest-running seminar in TIA history that shows no sign of slowing down. This year’s presenters will focus on all the usual subjects like employee compensation, marketing and customer retention, but they will also provide some additional insight on a specific aspect of their business that is the key to their success. There’s a lot of information to be shared and only those in attendance will get it straight from their peers.

Strong Selling in a Weak Economy
Wednesday
11/03/10
2:00 PM - 3:00 PM
Presenters: Kevin Rohlwing, TIA
Steve Ferrante, Sale Away LLC

Fixing the bottom line of a balance sheet is often accomplished by putting the focus on the revenue at the top. Without any major economic turnarounds on the horizon, tire dealers need to improve their sales skills more than ever. Steve Ferrante is the CEO and Trainer of Champions of Sale Away LLC. Steve grew up at his father’s automotive repair business so he understands what it’s like to stand behind a counter and sell a set of tires. A true student of the profession, Steve has over 20 years of successful sales, sales management, and sales training experience. Steve will address the economic challenges currently facing the retail tire and auto service industry. He will also provide essential success factors and proven sales and customer service strategies to succeed in today's weak market. Don’t waste your time on another sales seminar from someone who has never actually sold a tire. Steve has been there so let him put his collective experience to use and help you improve the most important line on a balance sheet.

Establishing a Wheel Torque Program
Thursday
11/04/10
2:00 PM - 3:00 PM
Presenter: Kevin Rohlwing, TIA

There has been a lot of attention on wheel torque lately as service providers are starting to recognize the liability that is created when a tire and wheel assembly is not installed with the correct amount of torque. But many dealers are discovering that there are many aspects to a wheel torque program so any failure along the line can result in a loose wheel. Kevin Rohlwing is one of the leading experts on wheel torque and he has enlisted the help of fellow experts to give attendees a comprehensive look at each component of a wheel torque program. This seminar will also discuss the latest torque tool technology in addition to the recalibration requirements for all types of torque control devices. If proper wheel torque is a concern for your operation, then this seminar is definitely the place to be.

Tires: Management at 4

Drugs & Alcohol in the Workplace: Are You at Risk?
Tuesday
11/02/10
4:00 PM - 5:00 PM
Presenter: Mike Russell, Federated Insurance Companies

Most small business owners don't think they have a drug or alcohol problem with their employees and are surprised to learn that 72% of drug users are employed. Where are they employed? At business who don't test! We know that 19% of on the job fatalities test positive for either drugs or alcohol, and that abusers are 3.6 times more likely to have on the job accidents and 5 times more likely to file workers compensation claims – This session will help you understand the steps needed to establish a drug and alcohol free workplace - it's not as complicated as you might think!

Converting Callers to Customers- Four Principles Required To Close the Sale
Wednesday
11/03/10
4:00 PM - 5:00 PM
Presenter: Jeremiah Wilson, ContactPoint

ContactPoint will be delivering management training at this year’s SEMA event entitled “Mastering Management”. Serving companies small and large all across the United States, ContactPoint has become an industry leader in customer service sales training, coaching and call recording. This 45 minute seminar will help you understand how to communicate more effectively within a business setting, engage in customer service and put your business ahead of your competitors. Learn skills that will help you separate from the rest of the industry and increase your ability to close every sale. Every manager can find room to grow and improve, let ContactPoint show you how to maximize your business and proactively increase your potential.

Effective Marketing and Profitable Sales Growth in the Fleet/Commercial Tire Segment
Thursday
11/04/10
4:00 PM - 5:00 PM

For years, tire dealers have struggled to grow profitably in the fleet space. Thanks to new programs available through national partners, dealers now have the ability to grow fleet sales without the historical issues of cash flow, bad debt, and collection costs. Attendees will learn how they can tap into the lucrative fleet market at this informative session.