Description

UMA Sales and Marketing Summit, August 20-22, 2024, 1 PM – 4PM (ET) 

The objective of the UMA Sales and Marketing Summit is to provide your Bus and Motorcoach Company with an understanding of what it takes to drive your Charter Sales to high performance and increased profitability. 

This year, the live-online seminar is an interactive program designed to deliver its main objective while allowing attendees to participate throughout the seminar. Recommended participation includes both senior leadership, sales staff and their supervisors, decision makers, and department staff who can learn new techniques and best practices. The program concludes Thursday, August 22 with a panel discussion of sales driven industry leaders, and takes a look at our evolving operating software and the sales and marketing opportunities ahead? 

Day One, Tuesday August 20th 1 – 4 PM (ET) Scheduled break 2:30-2:45 

The program follows a theme throughout as we share ideas and provide you tools to reach the objective. Culture – People – Processes – Strategy. Learn how these four key functions must align to reach high performing sales. 

Operations – Asset Management – Sales and Marketing. How does leadership’s experience and personality affect the organization’s strengths and weaknesses? 

Sales and Customer Service. Explore the individual roles within the sales department. Are we hiring the best people for the job? Identify the need for department positions such as account managers, sales coordinators, department managers, outside sales, and closers. We present examples of sales department Job Tracks and Organizational Charts. 

The size of your operation often determines the size of your sales and marketing department. Discuss how each business plateau can achieve higher sales performance.  

How do you pay the sales staff? Discuss pay plans including incentives. 

Day Two, Wednesday August 21st 1 – 4 PM (ET) Scheduled break 2:30-2:45 

How have sales functions changed over the years? Have our sales departments evolved to keep up with changes created by technology and are we delivering in a manner that is preferred by customers? Are our methods effective? During the program we present sales process best practices including phone and internet conversations, follow-up and closing techniques. Outside sales, including cold calling and market targeting are included.  

In any Sales Organization the end goal is to maximize profits. Discuss sales driven functions such as Utilization and Revenue Per Day. Learn when to charge more and when to charge less. 

What is dynamic pricing all about? How is it managed? Will software replace some sales functions? 

Day Three, Thursday August 22nd 1 – 4 PM (ET) Scheduled break 2:30-2:45 

Is your marketing aligned with your culture and goals? What does a marketing plan look like? Are you identifying new markets? 

What about brokers? Can you use them? How can you compete with them? UMA Sales & Marketing Summit sponsor BusRates.com’s own Roxana Melgar offers solutions on how bus and motorcoach companies can economically compete with brokers on their own turf.

The program concludes with a panel discussion including invited industry guests whose operations include a successful approach to sales while maximizing profits. UMA veteran speaker Jim McCann will join the panel. 

Please note this year’s UMA Sales & Management Summit’s agenda is fluid and will adapt to audience participation and some sessions may continue into the following day. 

Please join us for this informative seminar and build a strategy to drive your Charter Sales Department forward!