Glenn Roller to lead MDCE Manufacturer Rep Training

MINNEAPOLIS  — The manufacturer rep/dealer relationship can be a delicate one. But when a true partnership is built, it can prove equally rewarding to both parties. Reps can help dealers select the right products and services for the local market, and the two parties can work together to provide excellent goods and customer service to the boater.

At the upcoming Marine Dealer Conference & Expo, taking place Nov. 16-19 in Orlando, Fla., sales relationship and training expert Glenn Roller will host a special Manufacturer Rep Training session designed to help attendees build a solid foundation for strong rep/dealer relationships.

The session, sponsored by GE Capital Commercial Distribution Finance, is open to all MDCE exhibitors and manufacturer reps that register to attend this year’s conference, including those that represent boat lines and other marine products and services. It is scheduled to take place Monday, Nov. 17 from 8 to 11 a.m. ET at the Rosen Centre Hotel.

In his three-hour course, “Mastering the Dealer Relationship,” Roller will help reps examine the breakdowns in rep/dealer communications; explore why some dealer relationships work well and others are unnecessarily difficult; discuss the roots of relationship resistance; discover how to remove the secret saboteur from relationships; pick up strategies to grow any relationship, increase income and make more personal connections; uncover strategies to reduce dealers’ need for price incentives; and much more.

Attendees will walk away from Roller’s presentation with the full complement of tools needed to help them understand and interpret relationship dynamics between themselves and dealers, as well as learn easy-to-implement strategies for reducing relationship friction. Click here to learn more.

“Glenn brings a wealth of knowledge to MDCE from his years of experience studying the sales process, learning what makes people tick, and mastering the art of negotiation,” explains Liz Walz, director of education for the Marine Retailers Association of the Americas, which produces the annual event in partnership with Boating Industry. “This session is a can’t-miss event for reps looking to boost their sales results.”

Roller’s presentation kicks off the conference Monday morning, Nov. 17. While reps attend his session, dealers will be participating in the Pre-Conference Workshops. The expo hall opens immediately following the Manufacturer Rep Training.

“MDCE brings the dealer community together with leading manufacturers and suppliers,” says Boating Industry editor-in-chief Jonathan Sweet. “The Manufacturer Rep Training is one way we can help strengthen the relationships between these two key groups and ultimately improve and grow the marine business.”

The 2014 MDCE will offer 30 educational sessions in all, the most the event has ever offered, including seven Pre-Conference Workshops. The conference has traditionally included three educational tracks, but in 2014, it has expanded to four tracks: Leadership, Sales, Marketing and Service Plus. A Closing Keynote address also has been added this year.

The MDCE is scheduled for Nov. 16-19 at the Orange County Convention Center in Orlando, Fla. It has attracted an increasing number of dealers every year since 2007. In 2013, MDCE featured double-digit growth in dealer attendance, for a total of 615 marine retail professionals. MRAA’s goal is to grow the event to more than 1,000 dealer attendees. To learn more and to register, visit MRAA.com/MDCE.