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

The Forum

 

 

The Forum is a new area on the show floor that will feature short presentations running all day on various topics related to small business operations, merchandising, training and more. The Forum, presented by eBay, will be located in the front of Hall B, and will provide simplified, concise presentations at 30-40 minutes each, on the hour from 10am-4pm on Wednesday and Thursday, and 9am-11am on Friday.

 

Wednesday, September 20

 

10AM-10:45AM

E-Commerce and the Cycling Industry

Speaker: Sarah Sternau, eBay

For more than two decades, eBay has played a central role in creating an inclusive and accessible commerce platform that enables anyone to participate in the global economy. In this session, we look at the current state of e-commerce and bike and bike-related sales online, and where the industry can take you next.

 

11AM-11:45AM

The True Math of Upselling vs. Discounting 

Speaker: Sam Dantzler, Garage Peloton

Most front line employees see upsetting and adding-on as a way to slightly bump the profitability of a deal.  In a addition, they think that a 10% – 20% discount only slightly decreases the profitability of each deal.  In reality, both have a radical shift to the bottom line of the department and ultimately the store. There is an exponential expense category that works to the detriment of the profit when discounting, yet to the benefit of the profit when upsetting and adding on.  Come walk thought this math using a simple $100 item in such a way that your team will fire back with, “Holy Crap… I had no idea!”  Then we can work towards not discounting AT ALL inside your store.

 

12PM-12:45PM

The Secret Sauce to Hiring 

Speaker: Deanne Buck, Camber Outdoors

The secret hiring sauce is like any other finely tuned recipe, it changes subtly over time. It may have different high and low notes depending on the chef, but there are some tried and true skills that must be mastered.

  • Your brand and the bike industry is on display
  • Job descriptions matter. . . A LOT
  • Always be building your pipeline

 

Join Camber Outdoors as we explore the important role retail hiring plays in the future of the cycling industry and how to build your brand and customer base through hiring.

 

1PM-1:45PM

Mann U – Gear Bike: Creating a Sales Environment (part 1) 

Speaker: Dan Mann, The Mann Group

Based on the popular Mann University two-day training program, these sessions are filled with the methodology behind the successful GEAR training. You will learn how to approach your sales staff to exhibit different behavior, resulting in improved sales performance: More closed sales, and a higher average selling process.

 

Session one focuses on G and E (Getting Involved and Edit):

– The key to GETTING INVOLVED with the customer is to create a comfortable environment right off the bat. Let’s take a look at how to teach our staff how to make the customers feel comfortable.

– Help the customer get the product knowledge they need to make a smart buying decision. The first part of EDIT is gathering the right information. This requires the technical knowledge about the products and teaching our staff how to listen and learn.

 

2PM-2:45PM

How to Merchandise to Your Female Customer and Keep Them Coming Back

Speaker: Holly Wise, 3dotsdesign

The female consumer has become a much bigger piece of the bike shop business than ever before but yet most shops still cater almost exclusively to men.   Learn how to make some simple changes in your merchandising and change the entire retail experience for women walking in the door.

 

The female consumer demands a high-end shopping experience outside the bike channel and she has that same expectation when entering your store. Come learn how to deliver that experience, gain their loyalty and sell more.

 

3PM-3:45PM

Who Sells on eBay, and Where Do You Fit In?

Speaker: Sarah Brubaker, eBay

From the entrepreneur wanting to grow a small business to the large enterprise interested in expanding its customer base, eBay partners with sellers of all sizes to create powerful opportunities that enable them to turn their passions into global sales. In this session, we’ll give a peek into the seller base on eBay, to show how diverse sellers can thrive on the platform.

 

4PM-4:45PM

Why “Can I help You” Sucks (The Forum)

Speaker: Sam Dantzler, Garage Peloton

Although we all know this to be a poor opening line, most of us have all used this in some capacity.  If not this line verbatim, we’ve used some version of it.  “Can I help you? May I help you? Can I point you in the right direction? Are you finding everything OK?” Most don’t realize the instant conflict this causes with customers on a subconscious level, including the implication that they actually, “Need Help.” Come explore this concept with Sam, and find out the true difference between Selling vs. Polite Clerking. If what you are after is loyal customers who always come to your shop first, not having to be won over with massive price concessions, you need to be at this session.

 

Thursday, September 21

 

10AM-10:45AM

Mann U – Gear Bike: Creating a Sales Environment (part 2) 

Speaker: Dan Mann, The Mann Group

Based on the popular Mann University two-day training program, these sessions are filled with the methodology behind the successful GEAR training. You will learn how to approach your sales staff to exhibit different behavior, resulting in improved sales performance: More closed sales, and a higher average selling process.

 

Session two focuses on A and R (Appeal and Relationship):

– The best way to make the product appeal to the customer is interaction. Teaching your staff to be effective in the APPEAL phase also allows your staff to be confident in overcoming objections the customer might have.

– Research proves that it takes far more effort and expense to attract new customers than to retain and develop business with existing customers. In this phase, we are interested in long-term RELATIONSHIPS with our customers.

 

11AM-11:45AM

Who Buys on eBay? Understanding the Cycling Customer 

Speaker: Max Das, eBay

eBay has 169 million customers globally, and thriving businesses in bikes, parts, tools, and accessories. Who is coming to the site, what are they looking for, and what are they ultimately buying? We’ll share some surprising facts about eBay’s Cycling buyer to help you understand how these customers can become yours, too.

 

12PM-12:45PM

Interbike Town Hall-Reno-Tahoe 

Speaker: Pat Hus, Interbike, City Officials from Reno-Tahoe

Don’t miss this panel discussion where Pat Hus, Interbike’s Vice President, and officials from Reno-Tahoe will speak about Interbike’s 2018 move – including some highlights that attendees and exhibitors can look forward to. This is a great opportunity to ask questions and learn more about the move.

 

1PM-1:45PM

Easy Changes You Can Make to Improve Your Store Design and Sell More 

Speaker: Holly Wise, 3dotsdesign

Everybody knows they need to put some thought in to improving their store layout and design but it seems impossible to slow down long enough to make it happen.

Come learn some key areas to focus on that will have the biggest impact on your customer’s shopping experience and on your sales.   From tips on making the best first impression, to specifics on how to place fixtures the most effectively, this seminar will have you walking away with a list of ideas and inspiration for quick, easy improvements in your store.

 

2PM-2:45PM

Future Leaders + New Talent 

Speaker: Amy Luther, Director of Member Strategy + Engagement, Camber Outdoors

We recognize as an industry our biggest opportunity for sustainable growth is the recruitment of new talent. As an industry based on innovation we are competing for talent with tech, automotive, health, and other external industries. Our companies need to be ready to embrace and engage with this diverse talent so we are able to retain them. What are our companies and industry doing to be forward thinking and ready to win the battle of the talent?

 

Join Camber Outdoors in a panel presentation and hear from CEO’s and future industry leaders on some of the steps they are taking to ensure they remain innovative and at the forefront in creating inclusive and welcoming workplaces.

 

3PM-3:45PM

Better Bicycling, Better Business – Get Involved in PlacesForBikes 

Speaker: Jennifer Boldry, Ph.D., Director of Research, PeopleForBikes

Better bike riding is good for communities and businesses – more riding means more buying. Retailers will walk away from this session with five simple tools for getting involved in building great PlacesForBikes and helping customers engage. When you get involved, your customers will see that you care about their bike-riding experiences and reward you with their loyalty.

 

4PM-4:45PM

How to Sell on eBay

Speaker: eBay

With 171 million customers in 190 markets around the world, eBay truly offers our sellers a portal to the world’s consumers. Over the years, we’ve invested in a variety of programs and tools to help our sellers capitalize on this–from traditional advertising and marketing investments to drive web traffic; to best-in-class search and browse experiences; to customized promotional tools that boost listing visibility; to shipping programs that make international selling seamless. In this session, we provide an overview of how to get started and succeed on eBay.

 

 

Friday, September 22

 

10AM-10:45AM

How to Sell on eBay 

Speaker: eBay

With 171 million customers in 190 markets around the world, eBay truly offers our sellers a portal to the world’s consumers. Over the years, we’ve invested in a variety of programs and tools to help our sellers capitalize on this–from traditional advertising and marketing investments to drive web traffic; to best-in-class search and browse experiences; to customized promotional tools that boost listing visibility; to shipping programs that make international selling seamless. In this session, we provide an overview of how to get started and succeed on eBay.