Course Descriptions

Digital for Dummies 3.0 – the Mobile Web – Lessons From Some of Our Most Advanced Marketers
Doug Marsh
Sunday, 9:00 AM – 10:00 AM
Monday, 11:45 AM – 12:45 PM

Today, there is no business that is not impacted by the power and reach of the Mobile web.  Did you know most people never have their smartphones more than three feet away from them? It’s the most intimate and individual piece of personal technology that most people own, and if you want to know your customers, serve your customers, and sell to your customers, it’s critical that you get a grip on mobile.  Through our NMG preferred web providers, our dealers have optimized their websites for the Mobile Boom, but many small and medium sized businesses are not aware of all the many ways Mobile can help their business or do not know how to effectively leverage the many Mobile services that are available.  In this session, we will take some of the learning’s of our most advanced digital marketing dealers and show you some practical takeaways, from making sure your Google search page is current to showing the opportunities in location based advertising, SMS marketing and live social media.

How to Get the “Fit” Right When Hiring and Why Your Bottom Line Will Thank You
Kris Kuester
Sunday, 9:00 AM – 10:00 AM
Monday, 8:00 AM – 9:00 AM

The stakes of hiring correctly in the complex world of today’s business have never been higher! Make one mistake and it will cost 10’s of thousands of dollars or more… So how do you do it? How do you get the right hire for the right position? Get the “Fit” right and you are way ahead of the norm. Anyone can script a glowing resume that makes them appear to be the next great hire! But get the fit wrong and the greatness of the hire is dulled immensely!

Join Nationwide’s Human Capital expert Kris Kuester, author of the “People Principal”, to solve this mystery and Get the Fit right!

Last Boomer Standing: How to OpTEAMize Your Company’s Multi-Generational Teams
Steve Bryant
Sunday, 9:00 AM – 10:00 AM
Monday, 8:00 AM – 9:00 AM

After decades of hiring, coaching and supporting thousands of team members from the Baby Boomer and Silent Generations, your presenter finds himself as the lone Boomer on a team of Gen X and Millennial employees.  Discover how he has learned to love the NextGen and how saavy companies everywhere are OpTEAMizing the dynamics of Multi-Generational teams.

“Trust” Will Make or Break a Great Team, So Get It Right, Now!
Kris Kuester
Sunday, 10:15 AM –11:15 AM
Sunday, 4:30 PM – 5:30 PM

The existence of Trust is the single most important ingredient in building teams that excel in the workplace.

So how does it work?
How do I earn it?
What effect does it really have in the workplace and beyond?

Trust cannot be created without a “plan” but it can be lost without one and when lost it is difficult to regain! Come and learn the way to earn long lasting trust and find out how much it is effecting your bottom line.

Don’t miss this power packed session with Kris Kuester Nationwide’s Human Capital expert and author of the “People Principal” to begin the journey of gaining “real trust” within your team!

Your Media Mix, Message and Management: Where to Advertise, What to Say, How Much to Spend
Steve Bryant
Sunday, 10:15 AM – 11:15 AM
Tuesday, 9:15 AM – 10:15 AM

Media decisions used to be easy. A generation or so ago, 80% of target consumers for appliances, electronics, furniture and bedding could be reached with a Sunday newspaper insert or ROP ad. The 3 network evening news programs could deliver about a third of the market. Add a dash of radio, outdoor and direct mail and you had a balanced media approach.
Today, those are just a few of the options available for reaching shoppers. Websites, email marketing, social media, paid search, video pre-roll, search engine marketing, digital signage, satellite radio, digital music channels and more offer a dizzying mosaic of possibilities. This session explores the advantages and challenges of each, along with best practices for media mix, messaging and management.

Who Moved My Cheese… or Should I Say My Profits
Rick Weinberg and Member Panelists
Sunday, 10:15 AM – 11:15 AM
Monday, 11:45 AM – 12:45 PM

We’ve all experienced change, but we don’t always recognize it, understand it, or deal with it in the manner we should, or could.

  • The rate of change in consumer retailing is speeding up and does not show any sign of slowing down.
  • In this session we’ll directly look at “Change” as it relates to you, your retail business, your marketing, your in-store consumer experience and most specifically, your profits!
  • We will offer profit solutions that you can engage on site, at PrimeTime to begin to catapult your sales and profits from where it is, to where it could be.
  • We’ll offer examples of how to drive new consumer awareness of your business through cost effective and group subsidized Traditional and Digital Media.
  • We’ll show you how to greatly enhance your consumers in-store experience and your sales team’s ability to profitably close more sales.
  • If you’re looking for a cheat sheet to some of the most forward thinking, cost effective and cutting edge profit solutions to assist you to address change, this is your session!
  • If you’ve been “Preparing For Share” and are ready to “Take Share” and embrace change, this is your session!

Must See: Show Special Merchant Top Picks, Key Vendor Updates & 2nd Half Planning
Doug Wrede
Sunday, 3:15 PM – 4:15 PM

Join the Nationwide Marketing Group CE team as they welcome you to PrimeTime and take you through the Must See: Show Special Merchant Top Picks, Key Vendor Updates & 2nd Half Planning.

Top Marketing Ideas to Grow Your Business with Nationwide’s Consumer Finance Programs
Frank Sandtner with Amy Blessington (Wells Fargo Retail Services) and Rob Krause (Synchrony Financial)
Sunday, 3:15 PM – 4:15 PM
Monday, 9:15 AM – 10:15 AM

This class is a panel discussion moderated by Frank Sandtner with top marketing talent panelists from Synchrony and Wells Fargo.  Learn about the best ways to leverage special financing to attract and sell to customers in your market.  This includes how and when to present special finance rates to customer through every marketing channel including your website, video, print, in-store, and digital marketing channels.  Attendees will leave with impactful ideas that can be quickly implemented in your business.

Three Steps To Double Your ESP Business
Hobie Earnhardt
Sunday, 3:15 PM – 4:15 PM
Tuesday, 10:30 AM – 11:30 AM

Based on Nationwide’s highly effective “WM 5.0 Warranty Management Program” The course identifies the most important components of a successful ESP program.  Best Practices will be explained and examples will be provided.  You Can Double Your Business!

Analyzing Analytics: Making Your Google Analytics Matter
Mike Whitaker
Sunday, 3:15 PM – 4:15 PM
Monday, 9:15 AM – 10:15 AM

In business, what matters can’t always be measured, and what can be measured doesn’t always matter.  When it comes to your website, the same is true.  Today, the performance of your website can be measured in a plethora of ways, with many data points at your disposal via Google’s free analytics platform, today in use on over 85% of Nationwide Member websites.  Google Analytics provides a wealth of data about your website, including how consumers interact with your content and features, and the sources from which those consumers found your website.  Analytics can be intimidating for a busy retailer with many other responsibilities, so this session is designed to equip you to get the important data and insights from your analytics, while making the smallest investment of time.

Don’t miss this session if you’re looking to maximize the opportunities your website presents!  Learn five simple performance metrics you should be checking monthly, as well as what you can do to drive these metrics upward.  You’ll also leave this session with access to new technology, free and exclusively from Nationwide, that will allow you to measure your site against not only past performance, but against the industry averages as well.  If you’re serious about your website, make plans to attend this session!

Digital for Dummies 2.0
Rick Weinberg & Doug Marsh
Sunday, 3:15 PM – 4:15 PM
Monday, 1:00 PM – 2:00 PM

This session, presented by Nationwide’s Rick Weinberg and Doug Marsh, will shed light on lessons from some of Nationwide’s most advanced digital marketing Members, with each lesson made simple to understand and execute. Today, it’s all about mobile, and you’ll learn how to have a bigger potential impact on your business by leveraging these small screens! Further examined will be the website as your digital storefront. Learn to successfully connect with all generations by using cutting edge web strategies to showcase innovation, energy efficiency, and being first to market!

Speaking WITH Your Customers, Not AT Them – Today’s Customers Are No Longer Swinging at Yesterday’s Pitches
Steve Bryant
Sunday, 3:15 PM – 4:15 PM

After generations of empty promises from retail advertising, today’s shoppers are more skeptical than ever of superlative exclamations and blatant overstatement.  The “biggest event ever”, “lowest prices of the year” and “we won’t be undersold” just aren’t believable anymore — especially when repeated over and over.  Learn how to attract the most profitable shoppers in your marketplace with believable messaging and offers that generate not just traffic, but quality traffic.

I Know I Need To Do Digital Marketing; How Much Should I Spend and Where Should I Spend It?
Frank Sandtner
Sunday, 4:30 PM – 5:45 PM
Tuesday, 8:00 AM – 9:15 AM

In 2016, digital marketing surpassed television as the dominant marketing channel.  If you are like most independent retailers, you are under-spending in digital because you are not sure where to get started and not sure it works.  Digital is not just confusing, there are dozens of options and vendors selling almost the same thing.

This class is aimed at clarifying how you should get into digital advertising and where you should spend money.  Further, it will address how much you should expect to pay and which items you may want to consider doing in-house.

Next, the class will cover what you should expect in terms of vendor coop based on current coop policies.  Finally, we will explore the reporting you should expect to get and how to measure success.

The Marketing Make-or-Break:  Your Website Through the Consumers’ Eyes
Mike Whitaker
Sunday, 4:30 PM – 5:30 PM
Tuesday, 9:15 AM – 10:15 AM

Today, over 70% of new customers to your business will share a single touchpoint:  your website.  These consumers may be exposed to your brand from any area of your marketing mix, from digital to circulars, radio to television, social media to consumer reviews.  However, prior to making the decision to visit your store, the majority will visit your website, forming their first impression of your business based on what they find.

Join Nationwide PrimeMedia’s Mike Whitaker for a journey that includes the latest industry-specific data, the most effective and compelling websites, and most importantly, tools that will let you measure the performance of your site, and identify opportunities for improvement.  Expect to leave this session with an effective action plan to take your website to the next level, starting today!

Nationwide Financial Services 101
Jason Kirk & Chris Kirk
Monday, 8:00 AM – 8:45 AM

Are you taking full advantage of your Nationwide Membership? Nationwide Financial Services 101 is a comprehensive overview of the financial services that are available to all Nationwide Members. Chris and Jason will review all categories with detailed explanation of our financial services available, vendors we partner with, how to enroll, training available, as well as on going account management and participation.

Short & Sweet – Tips to Make Your Financing Program Successful
Erik Fogelson
Monday, 9:15 AM – 10:00 AM

Sometimes you have to get back to the basics.  In this session, we’ll review the best practices of the most successful retailers that promote consumer financing – covering the basics up through how to optimize financing on your website.  This will be an interactive session – whether you are just starting to introduce financing to your customers, or you are offering financing today and looking for a refresher, please join us for a fun informative session.

Modern Business – The Mix of Big Data + Big Emotion: Getting the right mix of Emotion and Analytics is paramount to your success…
Kris Kuester
Monday, 9:15 AM – 10:15 AM

Big Data is the hot new topic in Modern Business circles. It’s all anyone seems to talk about, right? However, the use of analytics, as important as it is to a business’s success or failure, isn’t the answer to everything… A Great Business gets the mix of emotion and analytics just right. The big miss in the data world is that science or index is all you need… it isn’t!

The modern shopper proves this as well… they are full of data but they are also completely driven by the emotional action of the purchase as a customer. The same is true for our employees they work hand in hand…

Join Nationwide’s Human Capital expert Kris Kuester, author of the “People Principal”, and get your business the right mix of Big Data and Big Emotion.

The Inspired Consumer
Jennifer Danko
Monday, 10:30 AM – 11:15 AM

Is it time to update your marketing strategy? Have you been producing the same ads for years? If so, maybe it’s time for a refresh. Learn some new industry ideas for inspiring consumer purchases. Learn what this concept means and how you can apply it to all of your marketing efforts.

Question-Centric Coaching
Chick Herbert
Monday, 10:30 AM – 11:30 AM

Learn how the best managers drive performance through Question-Centric Coaching.

This Nationwide Learning Academy session is about dramatically improving team and personal performance, exerting less effort than you’re investing today, and ensuring the sustainability of the improvements you make.

Utilize the power of questions to develop the critical thinking skills of your team so they are less dependent on you as the manager. As a result of following the process and using the tools in this book, you will perform at a higher level, your organization will experience better results, and you will create additional time in your day to reinvest in those activities that make the most difference in performance.

Best Story Always Wins — But Only If They’re Told!
Mike Whitaker
Monday, 10:30 AM – 11:30 AM

Today’s consumer is interested in much more than just a price; especially when it comes to durable goods for the home.  While price is a factor, it isn’t the factor for about half of the U.S. consumer base.  Better still, the half of consumers who don’t prioritize price as their #1 driving factor when choosing a retailer and product encompass over 70% of big spenders, as well as almost all your most profitable consumers.

So, what are these most desirable consumers looking for?  They’re looking for a retailer they can connect with.  They’re looking for a retailer they can trust.  These consumers are showing an increasing desire to do business locally – but only if there are clear advantages.  Research shows that only around 31% of consumers are aware of a local independent retailer, and that number plummets when you look at Millennials.  Increased awareness is great, but the right awareness is critical.  Most consumers unaware of your brand will form a first impression based on your website, and will either find a best story they can connect with – or they’ll simply move on.

In this session with Mike Whitaker of Nationwide PrimeMedia, learn what it takes to tell your best story, not only through your website, but through Social Media, In-Store, and more!  This session will equip you to identify your best stories and then effectively tell them to your prospective clients.  Best story always wins – but only if those stories are told!

Driving MemberNetTV: Make Your Digital Signage Work For You!
Cristal Willcox
Monday, 11:45 AM – 12:45 PM

The beauty of this Nationwide-exclusive digital signage system is that the machines are delivered directly to you ready to “plug and play,” with content preloaded. But, we’d like to help you get hands-on by customizing your playlists to your store’s dynamics. Let’s ensure you’re getting the absolute most out of your subscription by showing videos in your stores specific to you and your customers! This class will equip you with comprehensive training on how to 1) set up your media players in your store on TV walls or individual monitors, and 2) log in to MemberNet and create playlists, find the best content for you in your MemberNetTV library of thousands of videos, and how to send us any of your own content to display. From enhancing the customer experience with high definition in-store advertising to bolstering your sales staff with training opportunities and an On Demand sales tool, and more, come learn exactly how to manage the system and make MemberNet TV work for you.

The Importance of Digital Marketing
George Avery
Monday, 11:45 AM – 12:45 PM

Studies have shown that consumers turn to Google 84% of the time for ideas on what and where to purchase from. Having a digital presence is now more important than ever as consumers are rapidly shifting to digital. Having a digital presence is about getting in front of potential customers throughout the buying process to increase your sales. It’s making sure you are being found for your store location, store information, and for the proper products offered at your store or online. This course will cover the essentials for digital presence which include your website, search engine optimization (SEO), paid advertising (PPC/SEM/Social), and business listings. You can expect to learn the importance of each, where your customers are searching, how to get in front of them, and how to create a measurable ROI from your digital marketing efforts.

This course will cover users, your digital presence, and creating an ROI. Users – how users are searching at a local and national level, how those users interact and engage online, and what matters most to them. Your digital presence includes your website, SEO, paid advertising, and business listings. Your website – what should your website be doing for you, what your website means to the business and to users, and how to make it your best sales person ever. SEO – what is SEO, what does it mean for the business and for users, and how to track success. Paid advertising – it’s more than just capturing clicks, where to get in front of your target audience, how to capture new customers, and how to measure an ROI. Business Listings – what are business listings, what do they mean for the business and for users, and how to use them to capture new customers at a local level quickly. Creating an ROI- most people don’t know if they marketing efforts are working towards a positive ROI. With digital marketing, all things are trackable and can easily be measured in terms of ROI and not just impressions and clicks.

Turning Lemons into Lemonade – Guardsman Pro Services – A New After-Purchase Service for Your Furniture Customers
Melanie Gallagher & Sue Harman
Monday, 11:45 AM – 12:45 PM
Tuesday, 9:15 AM – 10:15 AM

See live furniture repairs of wood, leather, and fabric furniture at this session and learn about an exciting new partnership between Nationwide and Guardsman.  For your new furniture customer, an after-purchase accident can dampen their enthusiasm.  Come learn how Guardsman Pro Services (GPS) can help strengthen your relationship with your customer when life’s accidents occur.  Let GPS turn lemons into lemonade for you and your customers.

Reviews, Reputation and Your Biggest Marketing Opportunity
Mike Whitaker
Monday, 11:45 AM – 12:45 PM

Join Nationwide PrimeMedia’s Mike Whitaker for a power session on Consumer Reviews!  This all-new, interactive session will examine the latest industry-specific data on the impact of consumer reviews, and will help you better understand how much influence reviews have on today’s consumer.  You’ll gain a clear understanding of where and when consumers are seeking your reviews, as well as what they’re looking for.

This session will focus on best practices for gathering new reviews, drawn from Mike’s years working closely with many of the most progressive and successful dealers in the industry.  Finally, you’ll learn the most effective plan for handling and responding to reviews, both good and bad.  If you’re looking to grow your business in 2017, this is a session you can’t afford to miss!

Email Marketing: 5 Steps to Building a GREAT Email List for Your Business
Denise Keniston & Riann Keniston-Hale
Monday, 1:00 PM – 1:45 PM

With the overwhelming breakthrough of social media, search engine optimization and mobile marketing, it’s safe to say email marketing is on the verge of death, right? Wrong. Email marketing is alive and well, and it’s arguably one of the most profitable means of marketing.

Email marketing presents more opportunities for your business and drives a great return on investment. With email marketing, your business can create deeper relationships with a wider audience at a fraction of the cost of traditional media.

Denise Keniston and Riann Keniston-Hale will show you how to grow an email list for your store AND how to drive traffic through your doors by properly using your email list.

MemberNet 101
Megann McDaniel
Monday, 1:00 PM – 1:45 PM

This course will cover both how to leverage MemberNet to provide solutions at your fingertips as well as MemberNet Rewards, Nationwide’s exclusive employee incentive program.

MemberNet is Nationwide’s primary communication tool.  Learn how to leverage MemberNet to provide the most efficient user experience for you and your employees.  In this interactive session, you’ll be able to identify information you need and learn how to use MemberNet to find solutions for those needs.  You will also learn how to find consumer financing codes, consumer rebates, marketing materials, vendor pricing and programs, and vendor contacts.

MemberNet Rewards
Have you and your salespeople done any free shopping lately?  If you haven’t, you and your sales associates are missing out on a great opportunity.  Learn how to motivate your sales associates to sell more every day with Nationwide’s exclusive MemberNet Rewards program.  MemberNet Rewards is a point-based employee incentive program offered exclusively to Nationwide Marketing Group members and is designed to help motivate employees and improve your company’s sales.
More than 82,000,000 points have been awarded and 65,000,000 points redeemed.  MemberNet Reward’s catalog includes more than 5,000 merchandise skus of items available.  MemberNet Rewards is a popular program due to the wide variety of products available and the ease of use.

Protection Plan Training/How to Train the Trainer
Dan Miller
Monday, 1:00 PM – 2:00 PM

The course will cover:

  1. Why protection plans are vital to your business
  2. Key areas you must focus on to be successful in selling protection plans
  3. Best practices derived from top selling retailers on protection plans
  4. How to train your sales team to maximize protection plan sales and profitability
  5. Why my customers will benefit from buying a protection plan

MemberNet 201
Megan McDaniel
Monday, 2:15 PM – 3:00 PM

This course will cover underutilized assets of MemberNet as well as some of the latest enhancements to MemberNet.
Underutilized assets include:

  • Administrative functions of MemberNet: user usage reports, editing existing accounts, as well as adding and deleting contacts.
  • Quote Sheets and Product Data. Learn how to use the Product Data to find the products that meet your customer’s needs.  Learn how to use Quote Sheets to provide professional quotes to customers and assist in closing sales with customers.

5 Steps To a Better Online Pricing Strategy
Jennie Gilbert
Monday, 2:15 PM – 3:15 PM

The Internet and smart phones have enabled consumers to easily compare prices across dozens of retailers in mere seconds — even while standing in your store. Combine this with increasing price volatility in the marketplace and ever-more intricate online pricing policies from manufacturers, and setting a digital pricing strategy becomes a complex task. But remember, every challenging task your business faces is a huge opportunity to do it better than your competition. Come learn 5 ways you can improve your strategy so you win more often and enjoy a higher profit margin while you’re at it.

Before You Spend a Dime on Digital… Blocking and Tackling for Digital Success
Mike Whitaker
Monday, 2:15 PM – 3:15 PM

This fast-paced session, featuring Nationwide PrimeMedia’s Mike Whitaker, is your first stop on the path to success with all things digital.  In today’s retail environment, all can agree that the web is a critical component of marketing success.  However, before you explore the world of advertising your business online, there are some fundamentals that must be addressed – and today, doing so is easier than ever before!

In this session, we’ll walk through the tools available to you through Google My Business, Facebook, Yelp, Houzzz, and more.  You’ll learn how important it is to have these listings claimed, verified, and thoroughly completed.  Also presented will be an easy step-by-step for each site and directory of influence, making the investment of time minimal, and the potential returns immense.

Prepare for Share & Learn The Basics of Internet Marketing
Tim McLain
Monday, 2:15 PM – 3:15 PM

You’ve seen the headlines declaring that retail armageddon is upon us. While hundreds of big box stores are closing their doors – Sears, HHGregg – our members now have a massive opportunity to absorb their market share. Are you prepared for share? In this session you’ll learn the basics of how to attract today’s customers with modern (digital) marketing so you’re prepared for share. There are so many choices, channels and decisions to make when it comes to your marketing strategy it can be overwhelming to know where to start. So start with this entry-level course!

Learning outcomes:

  • Start on the ground floor of digital marketing, no experience necessary and digital dummies are welcome!
  • Understand how the customer path to purchase has evolved and the strong role digital marketing plays in influencing what your customers buy and (more importantly) WHERE they’re buying.
  • Break down the different digital marketing solutions available and how they work together to absorb maximum market share to grow your business.
  • Come away prepared for share to grow your business with a modern marketing mix.

Succession Planning
Shelli Ulrich & Alicia Zich
Monday, 2:15 PM – 3:15 PM

According to the National Association of Corporate Directors nearly two-thirds of U.S. public and private companies have no formal CEO succession plan in place. Secure a pathway for your company’s continued success with the aid of the CDFconnect™ succession planning presentation.

In this session, you’ll have two great opportunities to learn how to prepare your business:

Succession Planning Presentation
This interactive tutorial will help you explore your options and prepare you with the resources to execute a successful ownership transition regardless of what stage of the planning process you are in.

One-on-One Sessions
We recognize that you may have unique circumstances or questions specific to your business. Attendees of this session will also have the opportunity to have a one-on-one session with our team to discuss business specific needs.

Rank Better in Google Without Paying
Olivier Bridgeman
Monday, 3:30 PM – 4:30 PM

This presentation covers the basics of organic SEO: SERPs, Google My Business, citations, backlinks, reviews, etc. After assisting this presentation, you will have gave a good idea of the basic actions that you need to take to rank better with Google without having to use any of the paid options.

Creating a Marketing Playbook to Win the Digital Game
Tim McLain
Monday, 3:30 PM – 4:30 PM

You know the customer path to purchase has completely changed and relies heavily on digital. But how do you adapt your current marketing strategy to match? How much should you be spending, where should you focus your limited advertising dollars, and which tactics bring the greatest return? Come ready to roll up your sleeves and create your very own marketing strategy to win the digital game.

Learning outcomes:

  • Why your marketing strategy must adapt to your customer’s path to purchase.
  • How to implement digital marketing solutions that generate awareness, consideration and decisions to generate traffic to your website and into your store.
  • Walk away with a comprehensive digital marketing plan you can implement based on your business goals.


Bedding Town Hall: Navigating the World of Bedding and Its Ever Changing Landscape
Serta Simmons Bedding, Tempur-Sealy International, Protect a Bed, Sierra Sleep by Ashley
Monday, 3:30 PM – 5:00 PM

Today’s bedding industry is evolving at a rapid pace.  Manufacturers are consolidating and foreign companies are purchasing US Retailers and manufacturers. How is online shopping affecting the traditional brick and mortar retailer? It is thought that online mattress sales could have a market share as high as 10%. Yet recently, in a broad survey of bedding consumers, 26% responded saying that they purchased a mattress online. As the song by Bob Dylan goes…The times they are a-changin!

So how do we as independent retailers address the ever-changing landscape of our industry?

Please make plans to attend the Bedding Town Hall Learning Academy where industry leaders will discuss these topics and many more such as:  What are todays bedding consumers looking for?  How can my RSA’s be better equipped to deal with the ever-evolving bedding industry?  What are today’s consumers, specifically millennials looking for when buying a mattress?

Digital Price Tags: The Key Weapon To Enhancing the In-Store Customer Experience
Philippe Bottine & Jennie Gilbert
Tuesday, 8:00 AM – 9:00 AM

Electronics, appliance, and furniture markets have been evolving for some years between the rise of online players and the fall of large integrated chains. How can independent retailers maneuver and benefit from these changes to keep growing within their markets? A successful marketing strategy is key to make sure that you can stay competitive while integrating the online experience with the in-store experience.

This digital marketing strategy also needs to include how to manage your communications inside of your stores to ensure that you are creating the perfect customer experience – from the website to your brick-and-mortar stores, which are, and remain your best selling tool. Come learn how, in association with a good web strategy, digital price tags are an essential tool for retailers to streamline their pricing strategies and bridge the gap between the web and the store to create a true omni-channel and interactive experience for the customer.

ESP Selling Skills and Strategies
Hobie Earnhardt
Tuesday, 8:00 AM – 9:00 AM

A Low-pressure High Integrity Positive approach to ESP sales. Identifying and creating ESP sales opportunities.  Topics covered include How and When to introduce ESP, How to Re-enforce and Handle Objections and Closing the ESP sale.

Lease to Own Finance Panel
Jason Kirk & Chris Kirk
Tuesday, 8:00 AM – 9:00 AM

This information-packed panel discussion, moderated by Nationwide Financial Services team, Jason and Chris Kirk will feature executive panelists from AcceptanceNow, uOwn and Zibby, and will focus on an area of great opportunity in 2017 for Independent Dealers:  Lease-To-Own Financing.

It’s estimated that over 40% of Customers need credit to make purchases over $400.  Of those, approximately half are non-prime customers, meaning they won’t qualify for your primary lending programs.  If you’re not offering a Lease-To-Own option, there’s a sizeable amount of traffic that leaves your store due to lack of credit options.  Making Lease-To-Own available to your customers has never been easier, and the opportunity has never been bigger!

In this session you’ll learn from industry experts the basics of the Lease to Own channel and discover why every retailer should have a Lease-To-Own partner, allowing you to better cater to the needs of all your customers and prospects.

Is Your Digital Marketing Strategy Effective?
Jennifer Danko
Tuesday, 8:00 AM – 9:00 AM

Digital marketing can sometimes seem impossible to track.  Learn how to understand and gauge the results of your pay per click campaigns. Find out where your advertising dollars are the most effective and have the most impact. You will learn the key terms used in digital marketing and what they mean. Understanding this information can help you to make more informed decisions regarding your digital marketing strategy.  We will discuss the different advertising channels available to you in digital marketing and how to gauge the effectiveness of each of those channels. You will learn why it’s important to connect your Google Adwords account to your Google Analytics account and what relevant information this provides. Learn to connect all the pieces of your digital marketing campaign and improve your results and maximize your budget.

Digital Marketing – How to do Paid, Earned and Owned to Maximize Results
Olivier Bridgeman
Tuesday, 9:15 AM – 10:15 AM

Digital Marketing activities can be separated into 3 categories: Paid, Earned, and Owned. With this presentation, I will present a few key activities for each category and explain how they all work together to maximize results for today’s retailer.

Know, Go, Do, Buy – How to Capitalize on the Customer Journey Touchpoints
Brenda Strand
Tuesday, 10:30 AM – 11:15 AM

It is no secret that consumers are picking up their mobile devices more than ever.  Why?  Because they want to know, they want to go, they want to do, or they want to buy.  Customers are learning, going, doing and buying whether you are there or not. So, join RevLocal as we help you navigate these touchpoints and ensure that your business is showing up in all the right places to capitalize on the customer journey.  We’ll help you understand how to analyze the steps in the journey and give you clear, actionable steps to help your business grow and thrive as YOU are the business customers will search out in their journey to know, go, do, and buy.

Online Reputation Management
Jennie Gilbert
Tuesday, 10:30 AM – 11:30 AM

Increasing your average star rating from 3 to 4 stars will double the number of prospects willing to shop with your store and earn you a significant ongoing return on the modest investment it takes to get there. Discover practical actions you can take to monitor your performance and drive your overall rating up. Along the way bad reviews will happen to the best of us; this session will also teach you how to minimize the damage of negative reviews by mastering the AIM method. We’ll practice it together and you’ll leave with effective responses you can modify and put to use when you need them in the future. Your store’s reputation can be an embarrassing liability or one of your most powerful marketing tools – learn how to build a legacy you’re proud of by mastering all 6 pillars of successful reputation management.


The Making of a Salesperson
Joe Milevsky
Tuesday, 10:30 AM – 11:30 AM

What makes one salesperson succeed while others fail? What is the magic profile for a strong retail salesperson? Where do I find my best candidates? What should I be doing to attract the best candidates? How do I increase the probability that my salespeople will succeed? How do I ensure that I have the right number of salespeople? You may have a beautiful store, in a great location, with a
superior merchandising lineup, do a great job in marketing your business but without the best possible sales team you will never achieve your potential.