September 20 - 22, 2017
Mandalay Bay Convention Center, Las Vegas

NBDA Super Seminars Plus

High-performance sessions focused on improving your business and bottom line

 

This year, the National Bicycle Dealers Association is proud to present the 2017 NBDA Super Seminars Plus at Interbike. All seminars are available free of charge to Interbike attendees, courtesy of the National Bicycle Dealers Association and the members whose dues payments make them possible.

 

2017 NBDA Super Seminars Plus Schedule

 

Tuesday, September 19

 

10AM – 11AM

The 10 Commandments of Management

Speaker: Dave Fellman

The quality of management has a very direct bearing on the success of any business, starting with the top manager(s) and extending all the way through the management team. According to Dave Fellman, a manager has be a combination of many things, including teacher, coach, parent, subject matter expert, hero, villain, and mind reader. More than anything else, though, he or she has to realize that management is not really about being a boss. At the highest level, it s much more about being a leader and enabler. This program will help you and your managers to do that more effectively. In this session, you will learn how to accomplish each of the following:

  1. Thou Shalt Build Teams
  2. Thou Shalt Teach
  3. Thou Shalt Motivate
  4. Thou Shalt Support
  5. Thou Shalt Enable
  6. Thou Shalt Be Consistent
  7. Thou Shalt Share Credit
  8. Thou Shalt Seek Improvement
  9. Thou Shalt Set Reasonable Objectives
  10. Thou Shalt Communicate Expectations Clearly

 

11:30AM – 12:30PM

Content Marketing & the Sales Cycle

Speaker: Nancy Shenker

Content marketing has become a powerful way to generate awareness, find new customers, gain PR exposure, boost organic search rankings, and INCREASE SALES! What is it? How do you get started? How do you measure success? Who’s doing it “right?” You’ll learn all this and more in this engaging and practical session. Whether you’re a retailer, manufacturer, tour company, or any other cycling-related business, you’ll walk away with at least three ideas you can apply after the session to grow your business!

 

1PM – 2PM

How NBDA Research will help Bike Shops and Suppliers Survive and Thrive

Speaker: Jay Townley

Change and Disruption are the new normal in the specialty bicycle retail business. The National Bicycle Dealers Association (NBDA) has sponsored two research studies focusing on the U.S. Bike Shop Channel of Trade and the U.S. Bicycle Market that are the only up-to-date, accurate and objective data, information and observations that can help bike shops and suppliers navigate the volatile consumer and retail market place. This Seminar presents findings from the 2016 U.S. Specialty Retail Channel Study & Report and the U.S. Bicycle Market Overview 2016 Report…and the analysis of what will help Bike Shops and Suppliers Survive and Thrive in disruptive and challenging times!

 

2:30PM – 3:30PM

What’s YOUR Problem? (Solve it in 30 Minutes!)

Speaker: Nancy Shenker

Every business and industry has its woes. You can either spend hours fretting about them or you can spend just 30 minutes coming up with ACTIONABLE and SIMPLE solutions. This fast-paced and fun session will take you through an innovative “group-think” process that has been proven effective by a wide range of businesses — from small to huge. You’ve heard of crowd-sourced funding…welcome to crowd-sourced problem solving!

 

10AM – 11AM

Fighting the Good Fight: Competing with Cyber Competitors

Speaker: Karen Barry

The brick-and-mortar retail world is changing and many companies are challenged by their cyber-competition. In this session, you will learn:

  • The importance of the “human element” and making it work for you and your company
  • Making the case for customers to choose your store
  • Taking a proactive approach, not playing the victim

 

 

Wednesday, September 20

 

11:30AM – 12:30PM

Strategies to win in a challenging economy

Speaker: Tom Shay

While the media may be telling us of continuing doom and gloom, each business can control its’ own destiny. This session will review a list of what to do, what not to do, and what to stop doing.

 

1PM – 2PM

Communication Styles and Sales: Effectiveness through Versatility

Speaker: Lori Richman

Connecting well with each customer that walks through your door is critical to your success as a brick-and-mortar IBD. This workshop will give you a deeper understanding of your own style and communication needs, and a basic understanding of others’ needs. Use this to develop the versatility necessary to connect well with every customer. Come prepared for a fun, engaging, active, full-participation session!

 

3PM – 4PM

Behavioral Standards: Your Way or the Highway

Speaker: Karen Barry

Many owners and store managers don’t seem to realize that you have the right to insist upon things being done your way within your company. Yet, the tail oftentimes is wagging the dog. If you’re going to run a selling floor that truly delivers a consistent, high-level customer experience, things have to change. This session will cover:

  • Establishing behavioral standards that make sense
  • The four factors that can prevent outstanding performance
  • How to keep salespeople on track or on the way out
  • Limbo vs. pole vault management

 

4:30PM – 5:30PM

If Patton Ran Your Business: How to Win the Battle With Your Competition!

Speaker: Tom Shay

There is a war going on out there. Should a business defend their market position, become an attacker, a flanker or a guerrilla warrior? This interactive workshop helps a business owner to define the proper strategy and then determine the tactics they will implement. Using stories and experiences of General George S. Patton, Tom Shay leads participants in this most useful exercise.

 

Thursday, September 21

 

8:30AM – 9:30AM

ESI to CSI (Employee Satisfaction Index organically fuels your Customer Satisfaction Index)

Speaker: Sam Dantzler

In today’s day and age, CSI (Customer Satisfaction Index) scores are becoming much more relevant. Sometimes called Net Promoter Scores, these are just a mathematical assessment of a store’s performance. Whereas many dealers focus on manipulating the results, I’d rather have the score appear high organically. The quickest way to do this is to have high ESI (Employee Satisfaction Index). High ESI organically drives up your high CSI number, as well as minimizing staff turnover. Both can be huge for customer retention and decreasing training costs.

 

10AM – 11AM

Return on Investment in Store Design

Speaker: Holly Wiese

This will be a comprehensive and thought-provoking training session on store remodeling and updating from a return-on-investment perspective. The presentation will include before and after photos of remodeled stores and present specifics on how different store sizing and other considerations can impact the project cost.

 

Subjects to be covered:

 

  • Important factors to consider when planning a store remodel
  • General budget guidelines to expect for a store remodel. What percent of the budget should be fixtures, lighting, flooring, signage, etc.
  • Before and after images of typical store remodel projects
  • Discussion about different sizing of stores and how that may impact the process and costs of a remodel
  • Average sales increases to expect after a store model, which categories are impacted the most, and why.

 

11:30AM – 12:30PM

Proper Fit and Profitability – Look for the opportunities

Speaker: Sam Dantzler

Are you maximizing the opportunities that come with fitting a customer to a bike? Are you only fitting customers on high-end bikes? If so, you might be missing out on giving your customer a personalized experience that leads to more accessory sales, a better customer experience and greater profitability on every sale. In this seminar, Sam Dantzler from Garage Composites will review the concept of Fitting customers and where the opportunities lie for adding margin dollars to every sale.

 

1PM – 2PM

The Information Advantage: Making Everyday Data-Driven Decisions

Speaker: Dirk Sorenson

How will a sales program impact your revenue? How can gross margin return on investment (GMROI) be used to improve your profitability?

 

Using these real-world examples and others, we will guide you on how to use data to:

  • Make key decisions that will affect your bottom line
  • Optimize your assortment and inventory planning
  • Plan your show
  • Analyze vendor performance

 

2:30PM – 3:30PM

The NBDA Profitability Project – Improving Your Business With Your Peers

Speaker: Todd Grant

The NBDA’s Profitability Project (P2) brings non-competing dealers together to share insight into key performance indicators (KPIs), discuss the state of their businesses and the industry, and share specific best practices and lessons learned in the ongoing efforts to improve their businesses. P2 provides members with the quantitative KPIs they need, and the forum to compare notes and challenge each other to improve around the shared goal of process improvement and increased profitability.

 

In this panel discussion, successful P2 members will share the principles they’ve learned, as well as the formulas and metrics you can apply to work smarter and more profitably in 2016 and into the future. You will hear real-life case studies from your peers and learn how these successful retailers have improved in specific and measureable ways.

 

If you’d like to learn more about the NBDA Profitability Project, or the NBDA itself and how to join, visit www.nbda.com.