New IBEX features include dealer seminars, one-on-one sessions

BROOKLIN, Maine — The International Boat Builders’ Exhibition and Conference (IBEX) will offer three free seminars for dealers as part of its new IBEX Dealer Development Days pavilion, organizers reported this week. In addition, it will unveil a new program, One-on-One Sessions, which pairs industry stakeholders with experts.

IBEX 2009 is being held Oct. 12–14 at the Miami Beach Convention Center, and a free seminar will be offered each day of the show. One-on-one sessions will be held on a first come, first served basis and must be scheduled prior to the show.

IBEX Co-Director Carl Cramer said the dealer-oriented sessions are an extension of the education IBEX has done in the past.

“Dealer-oriented seminars are a logical extension of our existing education platform and they enhance the new IBEX Dealer Development Days pavilion,” Cramer said in a release. “Offering timely, relevant, and useful information to all attendees is a must as we look to innovate, create new business opportunities and understand how to best maneuver the current economy.”

On Oct. 12, “Dealer Economics: How to Survive” will be presented by Michel Weisz with Berger Singerman, a Florida based business law firm. The seminar will address the changing economics of the marine dealership, including debt conversion, long term workouts, downsizing and reorganization.

The following day, “Stop Scaring Your Banker: What You Need to Know” will be presented by Bill Thompson with the Cardinal Points Network. Dealers will learn how to appeal to commercial floorplan lending partners, strategies for finding the right lender, skills for communicating with commercial bankers, as well as how to build a comprehensive and effective floorplan loan request package.

On the final day of the show, “Keep Your Dealership a Top-Notch Performer” will be presented by Susan Bonivich and Phil Gaynor of Volvo Penta and Matt Gruhn of Boating Industry magazine. The seminar will provide practical case studies of company enhancements, including training/education as well as product and market planning. It will also cover corporate goal setting; planning for dealership as well as market, succession and financial planning; and a variety of product strategies and tactical activities (service department training, marketing events, inventory management).

Those interested in participating in the IBEX One-On-One Sessions will need to schedule appointments online prior to the show. Participants may invite as many as three people from their company to join their session. Every participating company is limited to a single session, and each session costs $100/hour.

A total of 29 sessions are being offered at IBEX 2009. Each expert is available for one hour on each day of the show. Sessions include:

Oct. 12-14, 10:30-11:30 a.m.

  • Business Succession Strategies – Don Hannahs (Planning Successions Group)
  • Process Engineering: Developing SOPS for Closed Molding – Andre Cocquyt (
  • Risk Management – Charlie Game (International Marine Consulting Associates – IMCA)
  • Boatyard Management – Jim Bronstien (Marine Business Advisors)
  • Failure to Plan In This Economy = Planning to Fail – Chuck Margetta, CPA, MBA and formerly Ernst & Young-Manager, Consulting National Technical Staff

    Oct. 12-14, 2-3 p.m.

  • Debt Management and Restructuring – Michel Weisz (Berger Singerman)
  • What Is Your Company Worth? Is It a Good Time to Buy, Sell, or Hold? (for production builders and vendors) – Sandy Spaulding (Sea Glass Capital, LLC)
  • Environmental Compliance – Kellie Thornell-Crete (Health & Safety Consultant)
  • Lean Manufacturing – David Veech (Institute for Lean Systems)
  • Assessing Real and Personal Property Assets – Mike Moore (BDO Seidman, LLP – Cost Segregation Services Group)

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