0715
Blue Hills Room
WELCOME! REGISTRATION & CONTINENTAL
BREAKFAST
Conference Registration Opens in The Blue Hills
Room. Pick up your Welcome Package, updated Agenda and Name Tags. Welcome
Continental Breakfast Compliments of EBI Consulting, Kellogg Marine, Marine
Web Services & Massachusetts Maritime Academy
Be sure to visit
and thank our Display Sponsors: Alkota Cleaning Systems, Association of
Marine Technicians, Boat Trader, C & E Distribution, Cape Cod Wind
& Weather, Commodore Uniform, Dockmaster Software, EBI Consulting,
Edson, EPA Region1, Kellogg Marine Supply, MA Maritime Academy, Lewis
Marine Supply, Mack Boring & Parts Co., Marine Web Services, Toyota of
Weymouth, Volta Oil/Valvtect and Watch Captain.
0800 - 0915
Salons A, B, C – Operations
MARINA CAPITAL IMPROVEMENTS: WHEN DO THEY MAKE
SENSE?
Susan E. Nilson, President CLE Engineering
When is a Seawall Just a Seawall? When is a Bulkhead Just a
Bulkhead? Almost NEVER! Capital Improvement Projects are rarely simple and
the scope is almost always underestimated. What you need to know before
you undertake to Plan, Design and Implement Capital Improvements and how to
know if they make sense. For Existing Infrastructure Upgrades learn how to
know when it is time to address maintenance or upgrades for bulkheads,
seawalls, fixed piers, launching ramps. For Expansion Upgrades learn how to
assess the feasibility and benefits for reconfiguring, dredging or
expanding. Learn to assess and navigate the permitting issues to determine
if the existing or expansion upgrade project will actually improve your
bottom line.
President of CLE Engineering, Inc., Susan E. Nilson's
credentials include a B.S in Civil Engineering from University of
Massachusetts, Amherst and an M.S. in Environmental Engineering from
Seattle's University of Washington. A Registered Professional Engineer in
Civil Engineering with the Commonwealth of Massachusetts she is also a Tau
Beta Pi Fellow, Valle Scholarship Recipient, Chi Epsilon and a member of
the Western Dredging Association, Construction Industries of Massachusetts
and an Advisory Board Member: of the University of Massachusetts College of
Civil Engineering. Contact: http://www.cleengineering.com
0800 - 0915
Salons 1, 2, 3 –
Service-Repair
SIZE DOES MATTER . . . WHEN IT COMES
TO TRAILER SALES!
Perils and Pitfalls of sending your
customer off with an improperly sized or equipped trailer
Andy Stone,
President, C & E Distribution Corp.
Over twelve years that C and
E has been in the boat trailer business, Andy has observed the boat trailer
being relegated to an "after thought marine accessory commodity." Most
alarming about this development is that the safety of the boat trailer and
the satisfaction of the trailer boat owner have been similarly relegated
"after thought" status. Not sending your customers off with a properly
sized or set up trailer, puts your customers and their boats in harms way,
jeopardizes others on the road and potentially hurts your dealership's CSI
and bottom line. Ultimately, your dealership could be held liable if
something goes amiss. With fewer docks and slips available more and more
boaters are turning to trailering to pursue their boating passion. Learn
how to properly spec and fit a trailer for the boats you sell. Discover
what is new, what is required and what does it all mean to your dealership
and to your customer. Insure customer satisfaction and increased sales
from referral and repeat customers. The information to be presented is very
generic and may be used to improve the trailering experience of your
customers regardless of the brand of trailer that you sell. Contact: http://www.cetrailers.com
0800 - 0915
Salons 6, 7, 8 – Sales-Marketing
INCREASE YOUR CSI WITH BETTER NEW BOATER
ORIENTATION
Grow Boating Through Boater Education
Captains Rick and Sue Kilborn, Boatwise
Yes, you can grow your
boat sales by better educating your customers. Overcome Boat Buyer's
Remorse through New Boater Education. Dissatisfied new boaters impact the
bottom line of marinas, dealers and retailers. Take a post-sale look from
your customers' perspective. Most customers continue to struggle to
"understand" their new boat and most feel that they would have
benefitted from more orientation from the dealer. Simple things like:
"How do I fuel the boat?" "What onboard systems should I routinely
check and at what intervals?" "Where can I learn more about basic
navigation or in depth instruction on my electronics?"
Understanding
that marine dealers are stuck between a rock and a hard place because their
sales staff is not making new sales while they are orienting the last sale,
Boatwise will share tips for preparing and orienting new boat owners
(novice or experienced) that will eliminate Buyer's Remorse and bring your
boat buyers back for more and bigger boats. Rick and Sue will demonstrate
that developing a more robust in house boater orientation program – or
delegating that program to a consultant – will lead to higher customer
satisfaction as reported by customers, who in turn will become, your best
advocates to Grow Boating.
Boatwise was founded in 1990 by Captains
Rick & Sue Kilborn with the objective of offering affordable,
convenient and quality education to the boating public. Boatwise is now one
of the largest private Marine Training schools of its type on the East
Coast. Boatwise has a solid history of working with federal, state and
local government agencies to help bring their staff to a higher skill
level. You will find Boatwise instructors to be frequent speakers at all
the major boat shows and when the large East Coast boat dealers are looking
for quality training for important customers, you'll find them calling
Boatwise to supply it. Contact: http://www.boatwise.com
0800 - 0915
Abigail Adams Room –
Administration
KEEPING SMALL BUSINESS OUT OF
COURT
Five Ways Small Business Owners Can Avoid Lawsuits
Elizabeth Milito, Esq., Senior Executive Counsel, National Federation of
Independent Businesses (NFIB) Legal Foundation
Learn 5 tips to
reduce the likelihood that your business will be sued and increase the odds
that your business will win if it is sued. Topics include: Insurance
Problems, Independent Contractor Issues, Workers' Compensation, Wage and
Hour Disputes and Document Retention.
Elizabeth Milito serves as
Senior Executive Counsel with the National Federation of Independent
Business (NFIB) Legal Foundation, a position she has held since March
2004. Ms. Milito came to NFIB from the Department of Veteran's Affairs
where she defended the agency in employment and labor lawsuits and was
responsible for training and counseling managers on fair employment and HR
practices. She has an extensive background in tort, medical malpractice and
employment law. Ms. Milito is responsible for managing cases and legal
work for the NFIB Legal Foundation. She identifies cases for Foundation
involvement, responds to member inquiries and develops legal guidance
documents for small-business owners. Contact: http://www.nfib.org
0915 – 1030
Salons A, B, C – Operations
CLEAR THE DECKS OF
THOSE BONEYARD BOATS!
Enforce Maritime Liens Under Current
MA & Federal Law.
Dave S. Smith, Esquire of Ouellette &
Smith, Attorneys at Law & Proctors in Admiralty
Make Room &
Make Money by freeing up the valuable, saleable space occupied by derelict,
abandoned boats. Find out how to legally dispense with Abandoned Vessels
under Current Massachusetts & Federal Law and Learn Changes That May
Occur When Proposed Abandoned Vessel Legislation is enacted into law. Learn
why it is important to know the boat and the boat owner. Discover why
Maritime Liens are "Secret Liens."
Ouellette and Smith offer a full
range of legal services to corporate and individual maritime based clients
from North Carolina to Maine, as well as Alaska. Areas of Practice
include: Marine insurance disputes, Defense of personal injury claims,
Maritime contracts, Maritime liens, and General Business and Corporation
Advice, and Purchase and Sale agreements. Attorney Smith is admitted to
practice before the courts for the Commonwealth of Massachusetts, the
United States District Court for the District of Massachusetts, Maine and
Vermont, the United States Court of Appeals for the First Circuit and the
courts for the State of Maine. He is a member of the Maritime Law
Association of the United States and holds Proctor status. He received his
J.D. at Boston's New England School of Law and also holds a BS in Marine
Engineering from the Massachusetts Maritime Academy. He sailed as an
engineering officer for various shipping companies for several years before
becoming an attorney. Contact: http://www.maritimelawusa.com
0915 –
1030
Salons 1, 2, 3 –
Service-Repair
ROADMAP TO GROWTH AND STABILITY OF
YOUR BUSINESS
Planning Prevents Wandering and Provides
Direction
Jacquie Collins of Partnering for Performance
Focus
on your Business Model, Organization, Processes, Customer Service and Best
Practices. The business model introduced at the 2007 conference will be
reviewed with a focus on using it and internal factors to build a roadmap
to business success. Presentation will include answers to: Are You
Serving Your Customer? Do you have the right positions? Are the right
people in those positions? Do your processes meet customer need? What are
your customer's needs? What products and services do you provide to meet
those needs? Do you Set Standards and Hold Employees Accountable? Are you
ready to set objectives and goals and develop an action plan that will
direct you to success?
Jacqueline Collins, Principal, Partnering
for Performance, has twenty years experience in the development, design,
and implementation of business strategies focused on organizational and
business performance improvement. She has owned and operated several small
businesses in the areas of retail, service, and consulting which enables
her to work effectively with other business owners to define their business
direction. As an independent consultant, she has helped companies
formulate business plans, management development programs, change and
communication strategies, customer relationship management, as well as
coaching and mentoring staff. Contact http://www.pfpconsult.com/
0915 –
1030
Salons 6, 7, 8 – Sales-Marketing
BRICK AND MORTAR MERCHANDISING
Kurt
Forsman of The Derema Group
Learn how to best arrange your retail
store to maximize inventory turns, increase impulse purchases and always
have in stock what your customers really want. Contact: http://www.derema.com
0915 – 1030
Abigail Adams Room – Administration
FACTS OF LIFE:
HEALTH CARE REFORM & IMMIGRATION, OVERTIME AND LEAVE LAWS
Are You In Compliance?
Mary O'Neal, Esquire – Partner,
Masterman, Culbert and Tully LLP
Employers will learn about their
obligations under the new Massachusetts Health Care Reform Act. Since the
regulatory authorities have frequently amended the implementing regulations
with respect to the law, the information employers might have received may
not be current. Explore the threshold for determining whether an employer
is subject to the new law and find out if you are subject to the new law.
Presidential campaigns, Homeland Security initiatives and the public debate
on national immigration policy have highlighted the complexity of hiring a
diverse workforce. Find out what your responsibilities and obligations are
in maintaining documents on all of your new hires. Once hired, your
employees will expect your compliance with overtime requirements and many
different leave laws. Learn more about overtime laws and what it may mean
to you, in terms of personal liability, if you are not in compliance and
find out what state and federal leave laws apply to you and your workers.
Mary E. ("Beth") O'Neal, Esq., partner at Masterman, Culbert and
Tully LLP is a member of the bars of the Commonwealth of Massachusetts,
United States District Court for the District of Massachusetts, and the
United States Court of Appeals for the First Circuit. She received her
B.A., cum laude, from Boston College in 1977 and her J.D. from Suffolk
University Law School in 1981. Ms. O'Neal practices principally in the area
of employment law and employment litigation, representing management.
Contact: http://www.mctlaw.com/mary_oneal.htm
1030 -
1100
Ballroom Foyer
BREAK & SPONSOR DISPLAYS
Break
Compliments of Bellavia, Gentile & Associates LLP, Benjamin Franklin
Institute of Technology, Cape Cod Marine Trades, CLE Engineering, DJ
Gustafson Associates, Donovan Marine, GE Distribution Finance, New England
Marine Documentation and North American Expositions.
Be sure to
visit and thank our Display Sponsors: Alkota Cleaning Systems, Association
of Marine Technicians, Boat Trader, C & E Distribution, Cape Cod Wind
& Weather, Commodore Uniform, Dockmaster Software, EBI Consulting,
Edson, EPA Region1, Kellogg Marine Supply, MA Maritime Academy, Lewis
Marine Supply, Mack Boring & Parts Co., Marine Web Services, Toyota of
Weymouth, Volta Oil/Valvtect and Watch Captain. Browse the Vendor Tables
and Complete Your Scavenger Hunt Questions!
1100 - 1215
Salons A, B, C –
Operations
REGULATORY HOT SPOTS & HOW TO AVOID
GETTING BURNED
Meet the New DEP Commissioner
Laurie
Burt, Commissioner of the Massachusetts Department of Environmental
Protection
Jamy Buchanan Madeja, Esq., Buchanan & Associates
Commissioner Laurie Burt will outline the MA Department of
Environmental Protection's agenda and how it will likely impact the
marina/boatyard sector under the current administration. She will explore
ways that MA-DEP and the Commonwealth's marine industry can cooperate to
enhance our mutual stewardship of the environment while not unnecessarily
burdening small businesses with complex processes and
permits.
Commissioner Burt founded the environmental law practice
area at the Boston firm of Foley Hoag LLP. As the newly appointed
Commissioner of the Department of Environmental Protection, she is
responsible for ensuring clean air and water, safe management and recycling
of solid and hazardous wastes, timely cleanup of hazardous waste sites and
spills, and the preservation of wetlands and coastal resources. Contact:
http://www.mass.gov/dep/
Jamy Buchanan Madeja, Esq. will
facilitate the subsequent discussion. Ms. Madeja is an environmental
lawyer and government relations counsel at Buchanan & Associates, a
Boston law office she established after serving as General Counsel for Env
Affairs for Governor Weld. Ms. Madeja specializes in MA waterfront law and
represents many marinas and boatyards statewide, as well as representing
the MMTA. http://buchananassociates.com
1100 - 1215
Salons 1, 2, 3 –
Service-Repair
MANAGING DIFFICULT CUSTOMERS AND
SITUATIONS
Maintain Your Sanity and Your Customer
Relationships
Jacquie Collins of Partnering for
Performance
Learn the secrets to effectively preserve your business
relationship, customer service model and mental health. Interacting with
"difficult" customers means practicing the fundamentals, but these
customers require additional consideration. This seminar explores the
following topics: The key components – fundamentals - that all customers
look for in a satisfactory experience: A Positive attitude, Respectful
behavior, Good listening, Emotional management, Conflict resolution and
Win-win problem solving. Discover the Core "behaviors" that are necessary
to display: Listening, Respect and Responsiveness. Understand the emotion
that places a customer into the "difficult" category. Learn behaviors that
signal a person operating from their emotional side and how to disengage
emotionally from a difficult customer interaction. Learn behaviors that
signal a person is operating from their thinking side, including helpful
"self-talk" and discussion of most and least valuable emotions. Tips for
dealing with the difficult customers include learning problem solving and
"win-win" vocabulary and the magical "soft" No.
Jacqueline Collins,
Principal, Partnering for Performance, has 20 years experience in the
development, design, and implementation of business strategies focused on
organizational and business performance improvement. She has owned and
operated several small businesses in the areas of retail, service, and
consulting which enables her to work effectively with other business owners
to define their business direction. As an independent consultant, she has
helped companies formulate business plans, management development programs,
change and communication strategies, customer relationship management, as
well as coaching and mentoring staff. Contact http://www.pfpconsult.com/
1100 - 1215
Salons 6, 7, 8 – Sales-Marketing
VIRTUAL MERCHANDISING
Making the Most
of Internet Leads and Your Presence on the Web
Courtney Chalmers,
Brand Manager, BoatTrader.com
Learn how to leverage an effective,
lead-generating website, with examples of marine dealers who are doing it
right, and how they are successful. The importance of an online presence
will also be emphasized because of the continual growth in consumer
activity on the Internet. Not only will the benefits of proper website
creation and management be presented, but the consequences of ineffectively
promoting a dealer's website will be discussed. A key component of
positioning a website appropriately is Search Engine Marketing. This
workshop is geared toward educating dealers about the importance of having
online visibility, which in turn leads to maximum Internet exposure and
sales. Contact: http://www.boattrader.com
Courtney has seven years experience
in online and traditional marketing within multiple industries, including
recruitment, specialty vehicles, and marine. She earned the Yahoo! Search
Marketing Ambassador endorsement in 2005 as a result of successfully
managing expansive keyword campaigns. Courtney has conducted search engine
marketing-based trainings, as well as website analyses for dealers
nationwide. She is currently participating in NMMA's Water Access
Alliance's Marketing Working Group.
1100 - 1215
Abigail Adams Room –
Administration
PREVENTING WORKPLACE
HARASSMENT, DISCRIMINATION AND VIOLENCE
Lynda Slevoski, VP
Employer's Resource Group, Associated Industries of Massachusetts
Almost every day, in almost every workplace, managers and
supervisors face these issues and may make decisions or take actions that
violate state and federal laws and thereby create substantial risk for
their employers. This is not a "legal" program, but is designed
to help supervisors and managers understand how these laws work in the real
world. Participants Will Learn To: Identify subtle types of harassment,
discrimination and workplace violence; Recognize and avoid problem
situations; Investigate, document and confront suspected abusers. Workshop
content includes: discussion of sexual harassment and discrimination laws;
Understanding what constitutes workplace violence; Company/Individual
Responsibility; The importance of thorough investigation and documentation
and your role in organizational culture – one step at a time.
Lynda
M. Slevoski serves as vice president of the A.I.M. Employer's Resource
Group, which provides human resources, training and information services to
member companies. In addition to her involvement in all areas of A.I.M.'s
public and on-site training programs, Ms. Slevoski has been the premier
provider of onsite employer internal investigation services. She has
helped hundreds of employers who have called the A.I.M. "Hotline"
with a variety of real - life problems, including discipline and
termination, sexual harassment and other types of discrimination, drug and
alcohol abuse, family and medical leave, employee relations, workplace
violence, and a wide variety of general human resource issues. Contact: http://www.aimnet.org
1215 – 1330
Salons 4 & 5
LUNCH, AWARDS & COMEDY -
COMPLIMENTS OF TOYOTA OF WEYMOUTH
Lunch, Industry Awards and
Special Guest, Comedian Tommy Dunham
1330 – 1445
Salons A, B, C –
Operations
EVERYTHING YOU EVER WANTED TO KNOW
But Were Afraid To Ask The Agencies Regulators About
Moderated By Greg Glavin, GM Onset Bay Marina and Past MMTA President
This impressive panel includes Robin Lacey, MA Office of Coastal
Zone Management, Matthew Barber, MA Department of Environmental Protection,
Larry Wells, EPA Region 1and Paul Richard of EBI Consulting
Pick
up the conversation where we left off in 2007. This year we'll skip the
formalities and get straight to answering your questions. Bring your
thoughts, questions, applications and puzzlers for a Q & A panel on
topics ranging from Pressure Wash Water Recovery to Waste Stream Management
(RCRA), Storm Water Pollution Prevention Plans (SWPPP), Tier II Reporting,
Spill Prevention, Control and Countermeasure (SPCC) and the NPDES Storm
Water Permit Program.
1330 – 1445
Salons 1, 2, 3 –
Service-Repair
OIL CHANGE FOR YOUR PC
Tune Up, Clean Up and Smarten Up
Roger LeRoy, Network
Administrator & Techno-Savvy Columnist, Cape Cod Times
Learn the
latest tricks and secrets for your business computer. Clean up, speed up
and back up. Smarten up with this overview of how Windows works and why it
needs an "oil change" from time to time. Learn about the
desktop, the start-up items, the file system, what to clean and why, what
NOT to clean and why, tips and tricks on how to "turbo charge"
your PC and the importance of back up. Join this informal, relaxed
presentation and discussion in which English, not "Techno Babble," is
spoken.
Roger LeRoy came to the US from France in 1989 and has been
in the computer industry since 1995. He has headed his own computer
trading company, worked as a Desktop Engineer at Polaroid and Network
Technician for Harvard Vanguard Medical Associates prior to joining the
Cape Cod Times as the Network Administrator in 2004. He has been writing
the TechnoSavvy column in PrimeTime since 2006. He is a CompTia certified
PC and network technician and a Networking Microsoft Certified Professional
in Windows 2000 Workstation and Server. Aside from streamlining your
relationship with your computer, Roger enjoys sailboat racing around the
Cape and small wooden boat building. Contact: http://archive.capecodonline.com/primetime/
1330 –
1445
Salons 6, 7, 8 –
Sales-Marketing
ARE YOU LEAVING $$$ IN YOUR
CUSTOMERS' DRIVEWAYS?
Generate Cash Flow with Pre-Owned Boat
Sales
A Panel Discussion Moderated By: Marie Hayward, New England
Marine Documentation
Panelists: Don Pray, Meridian Associates and
Stewart Roach, Norwood Yacht Sales
Did you know that nationwide the
overwhelming majority of boat sales activity occurs driveway to driveway
among private parties with no dealer or broker involved? With the price of
new boats escalating every year, pre-owned boats of all sizes are fast
becoming the "entry point" for new boaters. Find out how you, the
professional, add value to the boat sales process, pre-sell your trades and
earn more of the driveway to driveway sales activity. With new boat sales
in a cool down cycle, pre-owned and brokerage boat sales may be your
biggest profit opportunity this year! Discussion includes Best Brokerage
Practices, Tips and Ideas for Quick Inventory Turns of Trade Ins and
Brokerage Listings through correct pricing and Marketing Tips as well as
USCG Documentation Myths & Realities. Explore how dealers, brokers,
surveyors and boatyards together can close more sales and create positive,
happy boaters for life.
After graduating from SUNY Maritime
College, Don spent 10 years as a deck officer on tankers, ending as Chief
mate before changing to the recreational side of marine life. He became a
yacht captain of a 53' motor yacht, has personally owned many boats from
and in 1982 began his marine surveying career as an associate of Robert N.
Kershaw. In 1991 Don opened his own office. Having become an Accredited
Surveyor with the Society of Accredited Marine Surveyors, today Don is
principal of Meridian Marine Surveyors in Weymouth, serves on the National
Fire Protection Association's Technical Committee for Motor Craft is a
member of the American Boat and Yacht Council and still maintains his USCG
1600 ton Masters license and an unlimited tonnage Chief Mates license.
Contact: http://www.meridiansurveyors.com
Benefiting from the contacts,
relationships and listings developed over 15 years in the new yacht
business, Norwood Yacht Sales owner, Stewart J. Roach, provides full yacht
brokerage services for buyers and sellers alike and specializes in serving
the export market. Stew Roach is well known as being the go to broker for
pre-owned Bertrams, Sea Rays and Carvers and he is a member of the Yacht
Brokers Association of America. Contact: http://yachtworld.com/norwoodyachtsales
1330 – 1445
Abigail Adams Room –
Administration
GO ON: BRAG ABOUT YOUR WATER ACCESS
WORTH
Your Business Is Worth More Than You Think. Time to
Tally Up
Dylan Jones, Water Access Counsel, National Marine
Manufacturer's Association
Water access is being challenged by
non-water dependent development all across the country. Existing boaters
are finding it more difficult to use their boats, and with access points in
jeopardy or rapidly decreasing, the threat to future boat sales is fast
becoming a reality. Protecting and improving water access for the nation's
boaters is a key piece of NMMA's government relations mission.
Learn
about the complete the online web-based marina economic impact model that
allows users to estimate boater spending and determine the local economic
impact of your marina in terms of jobs, sales, income, value-added
potential (e.g., craft spending) and use (e.g., trip spending) of different
sizes and types of recreational boats. Economic impact may be estimated for
a marina, groups of marinas (e.g., in a harbor), a boat access/ launch
site, or for all registered power boats and sail boats in a designated
region. Contact: http://www.nmma.org or http://www.marinaeconomics.com
1445 - 1600
Salons A, B, C –
Operations
APPLYING FOR AND WINNING B.I.G. & CVA
GRANTS
Let the Government Pay You for a Change!
Stephanie Cunningham, Federal Aid Coordinator, Massachusetts Division of
Marine Fisheries
Join MA-DMF Federal Aid Coordinator Stephanie
Cunningham as she describes the process of applying for (and increasing
your chances of winning) Boating Infrastructure Grants "BIG" and Clean
Vessel Act "CVA" funding for vessel pumpouts. The Massachusetts Division
of Marine Fisheries (MA-DMF) administers the U.S Department of the
Interior's "BIG" Program and the Massachusetts "CVA" programs, each of
which are funded through the U.S. Fish and Wildlife Service's Sport Fish
Restoration Fund. The BIG Program, begun in 2001, is a two – tiered
matching grant program that is designed to provide grants to upgrade or
install facilities for transient recreational boats 26 feet or more in
length at public or partnered private facilities.
Since 1994 CVA
grant funding is credited with putting more pumpout boats in Massachusetts
harbors than in any other state. This extensive coverage, coupled with the
many shoreside stations placed in service, provide the infrastructure
needed to achieve and maintain the goal of designating the Commonwealth's
coastal waters as a federal No- Discharge Area. Contact: http://www.mass.gov/dfwele/dmf/index.html
1445 - 1600
Salons 1, 2, 3 –
Service-Repair
MAKE YOUR CUSTOMERS WORK FOR YOU
Master the Ladder of Loyalty
Caleb Powers, Action Business
Coaching
Having the right attitude toward your customers will
prevent 68% of them from leaving you for a competitor. Discover the Ladder
of Loyalty and how to create RAVING FANS! Learn how to give your customers
MORE than they expect, consistently. Great customer service is PRO-ACTIVE
not reactive. Learn about the 4 different customers in your business and
how to serve each one. Define standards of service so that, regardless of
who is serving the customer, the customer receives the best each time.
Caleb Powers is a Certified Business Coach and owner of Action
Coach Business Coaching in South Hamilton. After 5 years in investment
banking he served as a training consultant and motivational speaker with
Dale Carnegie Training. Today, he coaches small business clients in five
key areas: sales, marketing and advertising; team building and recruitment;
systems and business development; and customer service. Contact: http://www.actioncoach.com/calebpowers
1445 - 1600
Abigail Adams Room –
Administration
BUSINESS SUCCESSION OR SALE?
Know Your Options!
Gary Paul Rayberg, President, ROI
Corporation
Jim Gustafson CPA, MST, D.J. Gustafson & Co, CPA P.C.
Business owners should begin planning for succession five to ten
years prior to transition in order to preserve, protect and maximize asset
values. Topics to be covered include business valuation, personal and
financial goals, key advisory team, funding the transfer, finding
successors and the transition plan, keeping estate and income taxes to a
minimum. Whether the succession will be within the family, to a key
employee, competitor or outside buyer, an understanding of the process and
potential pitfalls is imperative.
As President of ROI Corporation,
Gary Rayberg is dedicated to serving the needs of business buyers and
sellers with equally high and ethical standards of service. Instrumental in
sales involving businesses and/or real estate in over 30 states and several
foreign countries since ROI was founded in 1997, Gary sold his first
business in 1983 and has started and sold several others over the years so
he understands what it is like to be on both sides of a transaction.
Contact: http://www.roibusinessbrokers.com
Jim Gustafson of D.J.
Gustafson & Co manages a Weymouth based, full service accounting, tax
and consulting firm which serves clients throughout the northeast.
Providing quality service to closely held businesses, individuals,
partnerships, and nonprofit organizations for over two decades, DJG CPA
prides itself on quality, innovative solutions and the timeliness of its
work, which is accomplished by hiring experienced staff and through the
efficient use of technology. Contact: http://www.djgcpa.com
1445 - 1600
Salons 6, 7, 8 –
Sales-Marketing
CURRENT LEGAL TRENDS IN THE MARINE
DEALERSHIP INDUSTRY
Leonard A. Bellavia, Esq. – Senior
Partner, Bellavia & Gentile, LLP
It has never been more
challenging for marine dealers and retailers to navigate the waters of
commerce. From the often unequal relationship between the dealer (David)
and manufacturer (Goliath) to serving consumers whose increasing
expectations are matched only by their litigiousness, to survive and thrive
as a marine dealer today you have a lot to keep track of. Become more
familiar with the potential pitfalls, learn to act properly when things go
awry to minimize exposure to you and your business while appreciating when
it is time to seek the advice of competent counsel. The prosperity of your
business and the satisfaction of your customers depend on it. Mr. Bellavia
will discuss such topics as Dealership Manufacturer Agreements, Contracts,
Warranties, Customer Complaints and Chapter 93A letters.
Well known
as one of the pre-eminent law firms in the nation for advocating the rights
of franchised or licensed dealers, the law firm of Bellavia Gentile &
Associates is the first call for over 3,500 marine and automotive dealers
nationwide. From franchise disputes and lease negotiations to the purchase
or sale of dealership businesses and complex federal and state court
litigations, dealers have come to rely on Bellavia Gentile & Associates
through the MRAA endorsed Marine Dealers Representation Program. Leonard
A. Bellavia, Esq., founding partner of the law firm of Bellavia Gentile
& Associates, LLP, is a nationally recognized authority in the field of
automotive and marine franchise law. A regularly quoted source of comment
for automotive and marine trade publications, Mr. Bellavia is frequently
requested as a featured speaker for marine and trade organizations. He
serves as Chair of the Automotive Franchise Law Section of the Franchise
Law Committee of the New York State Bar Association and has been named
Chairperson of the Litigation Section of the National Association of Dealer
Counsel ("NADC") and a member of its Board of Directors.
Contact: http://www.dealerlaw.com
1600 – 1630
Ballroom Foyer
BREAK &
SPONSOR DISPLAYS
Break Compliments of Bellavia, Gentile
& Associates LLP, Benjamin Franklin Institute of Technology, Cape Cod
Marine Trades, CLE Engineering, DJ Gustafson Associates, Donovan Marine, GE
Distribution Finance, New England Marine Documentation and North American
Expositions.
Be sure to visit and thank our Display Sponsors: Alkota
Cleaning Systems, Association of Marine Technicians, Boat Trader, C & E
Distribution, Cape Cod Wind & Weather, Commodore Uniform, Dockmaster
Software, EBI Consulting, Edson, EPA Region1, Kellogg Marine Supply, MA
Maritime Academy, Lewis Marine Supply, Mack Boring & Parts Co., Marine
Web Services, Toyota of Weymouth, Volta Oil/Valvtect and Watch Captain.
Browse the Vendor Tables and Complete Your Scavenger Hunt Questions!
1630 – 1730
Salons 4, 5
BEST PRACTICES: LOCAL LEADERS OF MARINE INDUSTRY
PANEL
Moderated By: John Underwood, Chairman Emeritus of
Lockwood Marine, Inc.
Don't miss this impressive panel discussion
moderated by industry veteran, John Underwood. Representative from
Massachusetts leading dealers, marinas, boatyards and service providers
will share secrets of their success and discuss best practices in sales,
service and administration of a marine business in this challenging
economy.
Marine industry veteran and frequent contributor to Boat
& Motor Dealer, John Underwood is Past Chairman of the Marine Retailers
Association of America and is a current Board Member of the American Boat
and Yacht Council, Marine Industry Certification, the American Boat
Builders & Repairers Association and a member of the Metropolitan
Atlanta Marine Trades Association and the Georgia Marine Business
Association,. Having recently sold Lockwood Marine, a 3 time Top 100 US
Dealer, he continues to own and manage Barbour River Yacht Club on the
Georgia coast with his wife Bunny.
1730 – 1830
Ballroom Foyer
MARINE INDUSTRY
RECEPTION
Marine Industry Reception Compliments of EBI
Consulting, Kellogg Marine, Marine Web Services & Massachusetts
Maritime Academy. Why Fight The Traffic? Stay A While and Join Us For H'ors
doevres, Cash Bar & Networking In Ballroom Foyer
Click Here To Download or Print PDF Version of
Conference Invite
