Photo courtesy of GIE+EXPO

UTV dealers will be going back to school at this year’s GIE+EXPO. Except, this education will be centered around their bread and butter – UTVs.

The inaugural UTV University will take place on Wednesday, and will feature education sessions proven powersports dealer training specialists and a roundtable discussion about the state of the UTV industry.

The addition of training sessions at GIE+EXPO for UTV dealers is a sign that this market segment is coming of age, notes Kris Kiser, president and CEO of OPEI.

More than 400,000 UTVs were sold in North America in 2015, and the industry projects sales will grow even further, as UTV dealers have an abundance of current and prospective customers.

On average, consumers purchase more than $1,700 in accessories on UTVs, so dealers need to be well-versed in the options available to them.

“Nearly two out of three UTV buyers accessorize their units, and one in three buys the UTV with accessories pre-installed, so there is profit to be made by showcasing and upselling accessories with the sale of UTVs,” said Kris Kiser, president and CEO of OPEI.

“Even better for UTV dealers, 40 percent of UTV buyers purchase their accessories from UTV dealers.”

UTV University: Wednesday

9 a.m.: Using Processes to Guide – Not Control – UTV Sales at Your Dealership

Mark Mooney, Principal, Mark Mooney Powersports Consulting

Dealerships large and small can learn how to work from a process on the sales floor, while at the same time tailoring their approach to the individual needs of the UTV customer.

10 a.m.: How Merchandising UTVs on Your Showroom Floor Properly Can Grow Your Parts and Accessory Sales

Jennifer Robison, National Retail Specialist & Visual Merchandising Coordinator, Tucker Rocky Distributing

If you’ve ever wondered why you’re not selling more accessories and generating more lines on your ticket, Robison will provide an extensive list of tips that can be enacted upon immediately to drive profit to your parts and accessories department.

11 a.m.: Following the UTV Profit Tree From Sales to Service

Ty Bello, VP Sales & Marketing, American Landmaster

Industry veteran Ty Bello will get dealers fired up in a myriad of ways with his effective speaking approach. He’ll walk dealers through all aspects of the store and show how the sale of a UTV can lead to profits in all of them.

Noon: Roundtable Discussion with UTV Manufacturers and Industry Leaders (includes lunch)

Hosted by Dave McMahon, Editor in Chief, Powersports Business magazine

We’ll take an inside look at the UTV market from the viewpoint of UTV manufacturers and other industry insiders.

1:30 p.m. – 3 p.m.: Dealer “Kick-Off” Keynote: Selling Across Generations: Specific Actions That Drive Sales With Each Generation

Jason Dorsey, The Gen Y Guy

Knowing how to sell to each generation at the same time – and seeing the research to prove it – means the difference between fast growth and potentially millions in lost sales.

Bestselling author Jason Dorsey will expose new generational truths based on his latest research that will change how you think about selling to each generation at the same time. Sponsored by Gravely & STIHL.

3 p.m. - 7 p.m.: Dealer Day Preview

Following the keynote, dealers, retailers, distributors and the media will get an exclusive sneak peek at the newest products and one-on-one time with suppliers. A free Dealer Welcome Reception begins at 5 p.m.

UTV University is free with trade show registration, but pre-registration is required.