Professional Dealer Education

AED’s Summit is the only show that focuses on dealer-specific education. Each session will provide tremendous opportunity to expand on existing knowledge while learning new, valuable information to take back to your dealership. View below to see the tracks and sessions that will be featured at the 2019 event.

Sessions and topics are subject to change.

 

DAY & TIME
SPEAKER & SESSION INFO
Day
Date
Time
Track
Session Title
Speaker Name
Company
Monday 2/4 12:30 pm – 1:45 pm Management Building Healthy Habits: Peak Performance for the Dealership Professional

It can be hard to adopt and maintain a healthy lifestyle when you’re a busy dealership professional. But what are the consequences if you don’t? This session will cover easy ways to incorporate balanced nutrition and mental focus into your workday, so that you can stay on top of your game and maintain peak performance.

Dr. Michael Moses Arlington Pain & Rehab
Monday 2/4 12:30 pm – 1:45 pm Sales Alternative Financing Sources to Close More Sales

Almost any financing resource can provide a loan for the purchase of a piece of equipment. But there are many times when a customer just won’t qualify for a standard loan, or they may be too leveraged with your internal finance department to risk additional loans. That’s where having an additional financing resource can help you close more business.

Don’t simply let customers walk away from a deal because they couldn’t get standard financing. This session explores options for financing, through a secondary finance resource, beyond standard equipment loans, and helps you identify opportunity before it walks out the door.

Session highlights also include:

  • Recognizing when a customer might need alternative financing – before the deal falls apart
  • Learning the questions to ask your customer to help determine the best financing fit
  • Discovering types of financing beyond simple purchase money
  • Understanding how to use alternative financing to increase the value of the sale
Dan McDonough Commercial Credit Group
Monday 2/4 12:30 pm – 1:45 pm Product Support Fundamentals of an Exceptional Customer Experience

The heavy equipment industry requires considerable expertise. Your employees are generally very experienced and understand the technical and operation requirement of the job. Where they sometimes fall short is the experiential area. They need skills related to building relationships, creating great first and lasting impressions, being more consultative and determining customers’ needs, and adapting a great sales focus.

The days of ‘order-taking’ are gone. Customers want a great experience that is delivered quickly and professionally by a partner who cares about their success. Learn how your employees can adapt these fundamental skills in order to be successful.

Barry Himmel Signature Worldwide
Monday 2/4 12:30 pm – 1:45 pm Rental Top KPIs for the Rental Department

In this session, attendees will learn how to harness the power of data for the rental department, including how to increase profit by tracking rental utilization/time utilization, etc., how to properly manage the fleet, and how and why sharing information among rental, parts, service and finance departments is important for your dealership. The session will also review best practices in data tracking in the rental department, including what dealerships should be tracking and why.

Cheryl Pallo TARGIT
Monday 2/4 12:30 pm – 1:45 pm Leadership Dealership Agreements

A dealership is, in many ways, like a partnership.  Among other things, the parties need to decide who runs thing, how they will be run, who will pay for what, and what happens if the relationship expires or terminates. This session will help attendees understand what needs to be considered when entering into a Dealership Agreement as these agreements take many forms, may incorporate a range of franchise concepts, and can range in length from a few pages to more than 50.

James R. Waite James R. Waite, LLC
Monday 2/4 12:30 pm – 1:45 pm Management Employment Law: Hidden Threats Within the Dealership

Dealerships face employment law issues every day, including those you might not even know exist. This presentation by AED’s General Counsel will explore several hidden threats that you might find in your dealership, including legal issues involving the hiring process, job postings, interviews and pre-hiring background screening.  It will also discuss the legal aspects managing employees through employee handbooks, performance reviews, and disciplinary action.  Lastly, it will discuss emerging issues involving new workplace laws.

Michael Airdo Kopon Airdo, LLC
Monday 2/4 2:00 pm – 3:15 pm Leadership Best Credit Practices for the CFO

Many CFOs don’t utilize credit and payment data to its full advantage. Owners and CEOs want more value. This session will show how finance can be a growth driver for the business and shift the perception of the finance department from “sales prevention department” to an actual sales-driving team.

Michael Krogermeier Creditsafe USA
Monday 2/4  2:00 pm – 3:15 pm Management Turning People Problems into People Solutions: Thriving in a Changing World

In today’s fast-changing, unpredictable world, surviving is difficult. You can have the dominant product or service today and be obsolete almost overnight. Those organizations that choose to become flexible, adaptive, learning organizations go beyond surviving to thriving.

Attendees will leave with:

  • A practical, 7-step model to implement workforce optimization to create a flexible, adaptive, learning organization
  • Solid evidence from prominent businesses that apply these principles and solutions to old problems they’ve been stuck in for years

The keys to workforce optimization are sitting right under your nose. When you recognize and identify these keys, you will be on your way to higher profits and productivity.

Brad Wolff PeopleMax
Monday 2/4  2:00 pm – 3:15 pm Rental Rental Industry Success Stories & Pitfalls

There are many success stories within the ever-growing rental industry and unfortunately some failures that could have been avoided. This session will examine at the top 7 Pillars of Success to consider, including organizational structure, access to capital, and more. It will also take a look at the top 5 Pitfalls to Avoid, including response time, turnover, and utilization, to optimize the success of your rental department.

Owen Edwards Script International
Monday 2/4 2:00 pm – 3:15 pm Management Best Practices for Successful Hiring & Retention of Military Veterans

The shortfall of skilled labor is already affecting many dealerships’ bottom line. Where do you turn to for talent? This session will introduce best practices for working with military veterans, an often underutilized talent pool.

Attendees will learn:

  • The skills, education, and training veterans bring to the table
  • How to access the thousands of personnel exiting the military each year
  • How to create a military veteran talent strategy in your dealership
  • How to best match your position openings with potential hires
  • How to best support your veterans after they are hired
David Coe Orion Talent
Monday 2/4 2:00 pm – 3:15 pm Technology Cybersecurity: Six Easy Ways to Protect Yourself, Your Company, and Your Customers

It seems like barely a day passes without a news story about hackers stealing data from a major company. While these high-profile cases get most of the attention, smaller companies and individuals are at far greater risk of losing control of their most valuable and sensitive data.

This session will break down the complexity and difficulty of information security and provide useful and actionable steps everybody can take to make their digital lives more secure and protect their company’s valuable data.

Session highlights include:

  • What is my risk of losing control of my digital assets?
  • Social engineering – why people are easier to hack than computers
  • What to do (and what you absolutely should NOT do) when you suspect you have been hacked.
  • Simple steps to eliminate 99% of potential data loss.
  • Q&A – bring your biggest concerns

Attendees will walk away from this session with a set of actions they can take immediately to protect themselves and their companies from the most common threats we face today.

Scott McGillivray Pop-Art, Inc.
Monday 2/4 2:00 pm – 3:15 pm Product Support New Apps & Technology to Increase Productivity and Satisfaction with Your Parts & Service Support

From everyday communications to one-to-one marketing, technology has not only changed how you support your customers, it has changed how THEY expect to be supported. The smartphone has replaced the laptop. How are you keeping the customer informed on everything from telling them your current specials, to managing their machine cost with alerts and automated scheduling? Attend this session and learn how you can use technology to ensure that all your customers feel like they are getting special treatment.

George Russell Machinery Advisors Consortium
Tuesday 2/5 2:45 pm – 4:00 pm Leadership EI: The Link Between Emotional Intelligence and Success

As a leader, you experience constant pressure and stress as you are challenged to lead your people effectively and elevate your business. Emotional intelligence can make this challenge easier. Attend this session and understand the link between emotional intelligence and success in life.

Attendees will also:

  • learn about the anatomy of an emotion and how emotions and thoughts work together to influence behaviors
  • discover when automatic processes serve you well, and when they need to be better managed
  • practice agile thinking, increasing self-awareness and intentional thinking
  • leverage both due diligence and intuition to make effective decisions
  • develop cognitive and behavioral strategies to manage emotions intelligently
Tom Kennedy The Chatfield Group
Tuesday 2/5 2:45 pm – 4:00 pm Sales #DOTHEHUSTLE: Taking Your Sales to the Next Level with New Techniques

Equipment rental operations can be deceptively complex. As dealers, you deal with a wide range of customers, equipment types, geographies, weather conditions, and legal requirements. The rental contract must incorporate all of these considerations and the associated potential liabilities—attend this session and make sure your rental contracts are working as hard as you do.

Troy Harrison

 

Jesyca Hope

Troy Harrison International

Hope Communications Consulting

Tuesday 2/5 2:45 pm – 4:00 pm Leadership The Top Ten Legal Myths Business Leaders Need to Know

As a dealership professional, guarding against the dangers of litigation should be a top priority. Unfortunately, far too much of what we know about the legal system is not based on fact. This session by AED’s General Counsel is focused on debunking the top ten myths of the legal system and providing guidance to help you and your dealership navigate the legal waters. Topics will include working with your lawyer, protecting your assets, hiring and firing employees, maintaining company property, safeguarding intellectual property, and using social media.

Michael Airdo Kopon Airdo, LLC
Tuesday 2/5 2:45 pm – 4:00 pm Management Employee Disengagement: It’s Not What You Think

Companies collectively invest BILLIONS per year to improve employee engagement, yet the results rarely improve. Clearly the typical approaches aren’t working.

Attend this session and gain:

  • Insight and understanding of what actually causes high engagement and likely actual causes of employee disengagement (knowing these can help solve the people problem that spreads through organizations!)
  • Specific ideas and an action plan to create the high engagement you want
  • Tools to develop the big-picture strategy for your dealership so you can create goals and plans that actually make a difference
Brad Wolff PeopleMax
Tuesday 2/5 2:45 pm – 4:00 pm Product Support Reducing Turnaround Time and Increasing Throughput in the Service Department

Your service department has the potential to be the most profitable department in your dealership. A technician should bring $200,000 per year in revenue into the dealership, so they keys are A) having enough technicians to cover the expense burden, and B) making sure the work moves through the department as quickly as possible. This session will explore ideas that dealers are using to maximize efficiency in the service department, from triaging of machines to growing their own specialized technicians, among others. Attend this session and make sure you are getting the maximum benefit possible from your service department.

Bill Mayes Machinery Advisors Consortium
Tuesday 2/5 2:45 pm – 4:00 pm Rental Make the Move from Rent-to-Sell to Rent-to-Rent

Using rental to help a customer get into a new machine has long been a staple of the equipment business. But today, more clients are turning to pure rental (aka rent-to-rent) to variableize their equipment operating costs. The dynamics of rent-to rent are significantly different than rent-to-sell. Attend this session and learn some key factors you need to consider before you make the leap.

George Russell Machinery Advisors Consortium
Tuesday 2/5 2:45 pm – 4:00 pm Management Activate Digital Marketing Tactics to Drive Your Business Forward

The session will include tips, tools, best practices, and real examples that validate why a company’s digital presence and marketing strategy is important and how it can be leveraged to drive business objectives and performance, including sales enablement, demand generation, lead generation, and more.

Session highlights also include:

  • How to leverage three key digital channels: website, social media, and email
  • Why content should be the foundation of your digital marketing strategy
  • Real world examples: How simple digital marketing strategies can drive business results and further position your business as an industry leader
Gina Rigsby

Amanda Dooley

DLL
Tuesday 2/5 4:15 pm – 5:30 pm Leadership Dealer Competitive Strategy: State of the Art

Dealers are increasingly challenged by OEM and customer expectations. At the same time, strategic options to those two market drivers have narrowed. Through a partnership between the AED and the University of Denver, research was recently completed that examined those dynamics. The research identifies specific components of the market drivers causing dealers to adapt their strategies and business models, the prevalence of adaptations being made, and the financial performance of those adaptations. This research, combined with the AED’s Annual Cost of Doing Business Report, provides significant insights relevant to your 2019 planning.

Dick Stewart Stewart Consulting
Tuesday 2/5 4:15 pm – 5:30 pm Management Tellin’ It Like it *BLEEPIN* Is: Giving Critical Feedback

Someone on your team just made a huge mistake on the job or is simply not performing up to par. You know you need to tell them, but you don’t want to hurt their feelings or damage your relationship with them. Or maybe you are just too blunt and are worried that you will offend them. So instead you hope the problem miraculously goes away or you convince yourself that you’re really going to speak up the next time something happens. This session will teach you how to be a good messenger when you need to be the bearer of bad news. Learn how to:

  • Deliver critical feedback conversations with confidence and clarity
  • Distinguish facts from opinions and assumptions when giving feedback
  • Provide feedback that is specific, objective, and actionable
  • Engage in difficult conversations while maintaining rapport and good relationships
Gregory Tall The Gregory Tall Company
Tuesday 2/5 4:15 pm – 5:30 pm Management Mentorship Matters

Have you considered a mentorship program but aren’t sure how to set it up and how to keep it simple, yet impactful?

A Mentorship Program benefits all stakeholders including the mentee, the mentor and the organization. In a climate of tight recruiting, how can we organically grow our new, entry-level, inexperienced hires to get them up to speed to become proficient and tomorrow’s leaders?

This session will give you the fundamental concepts to set up a mentorship program in your organization.

Attendees will:

  • Understand what mentoring is and how it differs from coaching
  • Learn the potential impact of a mentorship program and the long-term benefit for the organization
  • Gain knowledge of the best practices for an effective program
  • Walk away with a step-by-step toolkit to set up a program within their dealerships, including skill-gap assessments, exercises and goals for mentees and mentors
Jill Berg Spherion Staffing
Tuesday 2/5 4:15 pm – 5:30 pm Technology Repair Your Repair Process: The Critical Need for Service Event Collaboration

Service event collaboration is common across the heavy truck segment in North America, and service providers and fleets are benefitting from lower invoices, fewer billing discrepancies, real-time updates on equipment return status and improved uptime. Can the same trend be identified for the construction equipment industry?

With a greater proportion of mixed fleets in the construction equipment segment the opportunity to lower service expenses and improve equipment availability is much greater. So why aren’t construction equipment distributors and asset owners demanding it? Do they even know it exists?

All parties benefit from connecting ALL participants in the equipment triangle to improve uptime metrics. Through active participation in a service event, costs are reduced, waste is reduced, labor is more effectively deployed, and customer satisfaction increases.

This session will discuss the systems and process changes required for construction equipment distributors and service providers to achieve a lower cost of operations and less downtime.

Michael Jakab Decisiv, Inc.
Tuesday 2/5 4:15 pm – 5:30 pm Rental Dealer Rental Departments vs. National Rental Companies vs. Local Rental Stores: What’s Driving the Competition?

Everyone is capitalizing on the growth of rental demand but not everyone providing rental services has the same motives for being in the business. For example, some focus on rental volume, some on utilization, some on market share, and some on cash flow. In this intensely competitive business it can be difficult to compete if you don’t have a clear understanding of what drives your competition. Attend this session to understand what and why other players in the rental game do certain things to give your business a competitive edge.

Owen Edwards Script International
Tuesday 2/5 4:15 pm – 5:30 pm Sales Designing Sales Processes to Deliver Great Customer Feedback

Customer insights are sales gold, but few sales processes revolve around the customer, their behaviors, and the stories they tell.

Using a proprietary data set of website visits, phone calls, follow up processes, and sales results, this session will analyze how buyers truly behave as they move down the sales pipeline. When you look at the information in this way, it becomes apparent that there are adjustments and nuanced changes that you can make within your existing sales process to better mirror what buyers demonstrate they want. Doing so yields a better customer experience and better sales results.

Attendees will leave the session understanding:

  • How customer behaviors and expectations have changed
  • What industry-level changes mean for the salesperson– and therefore the role of sales
  • What practical steps they can take to evolve their sales process to deliver great customer experiences
David Steinberg Adpearance
Tuesday 2/5 4:15 pm – 5:30 pm Leadership Leadership Lessons from the Streets

What do first responders have in common with high-performing leaders in the business world? Both have to remain calm under pressure. Both must deliver in the clutch. Both must motivate and empower their teams in an ever-changing environment. Learn how you can apply these tough lessons on leadership and teamwork learned while working the street to your own dealership.

Eric Shipman West Chicago Police Department
Wednesday 2/6 2:00 pm – 3:15 pm Leadership Engine Manufacturer Panel Moderator: Robert K. Henderson Associated Equipment Distributors
Wednesday 2/6 2:00 pm – 3:15 pm Technology Going Mobile: Leveraging Mobile Technology Within Your Operation

Mobile technology is quickly becoming standard in the industry. This session will review mobile technology and how it fits into your dealership. Attendees will learn how mobile technology benefits their businesses, as well as the operational considerations and obstacles to success that must be taken into account when going mobile.

Session highlights include:

  • Ideas to develop a mobile strategy
  • Pitfalls/obstacles of others who have shifted to mobile solutions
  • Ways to leverage available technology to improve operations
  • Ensuring success when implementing technology
Damon Haber Record360
Wednesday 2/6 2:00 pm – 3:15 pm Rental Maximize Your Revenues and Margins in Rent-to-Rent Using A Basic Pricing Model

Price-elasticity is a reality in the equipment rent-to-rent business, and one size does NOT fit all. How can you know if you are getting the maximum return on your investment in your fleet? This session will provide you with a simple-to-use model for combining utilization, acquisition cost and length of contract to analyze what pricing strategy will work best for each machine in your fleet.

Bill Mayes Machinery Advisors Consortium
Wednesday 2/6 2:00 pm – 3:15 pm Leadership The Profitability of Hiring Diversity

Valuing inclusion has become a focus for many companies but for some, it’s still a catch phrase. Merit-based hiring with an eye toward diversity ensures that your hiring practices are free from biases and can also ensure that your business is positively benefiting from different perspectives, innovation and experiences, and collaborative efforts from and with underrepresented groups. This breakout session will explore ways in which you can make hiring talented and diverse employees not only a priority, but a long-term strategy to growing your business and improving upon your company culture.

Tiffany Adams T. Adams Consulting, LLC
Wednesday 2/6 2:00 pm – 3:15 pm Management Build Your Best Team Using Insight-Driven Decision Making

In addition to being the largest expense, employees are a business’s main source of competitive advantage. But most companies don’t have a repeatable hiring process in place or any measures in place to measure the success of their hiring efforts.

In this data-driven session, attendees will learn how to leverage insights to improve their hiring and attract quality employees, and get an overview of key metrics every business should continuously track to make hiring more efficient and increase profitability. These include time to hire, hiring process adherence, applicant sourcing channel ROI, and more. Attendees will also walk through several examples of companies who have improved their hiring efforts through insight-driven decision making and leave the session with an understanding of how they can apply hiring and talent management insights at their organization to continuously improve their hiring efforts.

Attendees will:

  • Discover the best practices for implementing a standardized, repeatable hiring process
  • Gain an understanding of key recruiting, hiring and retention insights they should be tracking increase efficiency and profitability
  • Identify best practices to hold managers accountable to continuously improving hiring metrics
  • Learn about technology and processes they can use to implement data-driven decision making

The audience will be encouraged to participate through discussion of the current hiring process they have in place, how they measure success, key challenges and opportunities for improvement.

Adam Robinson Hireology
Wednesday 2/6 2:00 pm – 3:15 pm Sales Peak Performance: How to Increase Your Business by 80% in 8 Weeks

Research has shown that most salespeople engage in self-defeating behavior that severely limits production. You probably see this everyday, otherwise, why would so many salespeople with so much talent end up in mediocrity?

It is rare for a salesperson to become a superstar. Managers only make a guess as to who will succeed and who will be looking for another job next year. But the truth is most salespeople have a working knowledge of how to sell. They just don’t sell well enough to the right people. One of the reasons for this self-sabotage is psychological fear.

In this session, attendees will learn how to get past the self-sabotaging fear that paralyzes most salespeople and turn it into a strength. You will learn ideas to help you set goals and use them by designing your own game plan, and learn to develop an eight-week plan that will increase your production in a very short period of time.

Dr. Kerry Johnson
Wednesday 2/6 2:00 pm – 3:15 pm Leadership Run, Hide, or Fight: Surviving an Active Shooter Event

Is your business prepared to respond to workplace violence or an active shooter incident? This session will offer attendees basic concepts and practices to help evaluate the safety of their facility and personnel. It will explore recommended actions and reactions should violence erupt at your facility and review the steps you can take to recognize and possibly prevent these incidents.

Eric Shipman West Chicago Police Department
Wednesday 2/6 3:30 pm – 4:45 pm Leadership Forecasting for 2019: An Economic Outlook

Get an insider’s view of the U.S. economy and learn how it will impact the market for construction machinery. Know the strengths and concerns for the U.S. market among key sectors such as housing, capital expenditures, and energy.

Eli Lustgarten ESL Consultants
Wednesday 2/6 3:30 pm – 4:45 pm Leadership Back to the Future: A Government Affairs Discussion

AED’s Vice President of Government Affairs Daniel B. Fisher will moderate two separate panel discussions about policy issues important to equipment dealers.  The first half will be a discussion with two leading lobbyists from allied trade associations about the outlook for a major infrastructure package and other industry policies in the 116th Congress. The second panel will focus on implementation of the Tax Cuts and Jobs Act and its impact on equipment dealers and customers with two equipment industry focused accountants.

Daniel B. Fisher Associated Equipment Distributors
Wednesday 2/6 3:30 pm – 4:45 pm Product Support Reducing Your Customers’ Cost of Equipment Ownership by Managing Their Data for Them

Traditional means of lowering cost of equipment ownership have focused either on reducing equipment acquisition cost, or on lowering lifecycle cost via a reduction in parts and service cost. These methods share a “zero-sum” quality: dollar for dollar, the customer’s gain in reduced cost is equal to the dealer’s loss in reduced margin. However, technological change of the past half-decade has enabled a positive-sum scenario, where dealers and manufacturers can actively reduce the cost of equipment ownership and increase equipment uptime, while reducing the cost of support, and thus preserving their own margins. Most interestingly, these effects are accomplished by managing their customers’ data.

Learn how technological advances including enterprise systems integrations, remote data communication (telematics / Internet of Things), and the electronic distribution of intelligent, “asset seeking” service and maintenance information have enabled dealers directly to enhance the efficiency of their customers’ operations. The presentation will include specific, real-world examples and financial and operational metrics.

Alexander Schuessler SmartEquip
Wednesday 2/6 3:30 pm – 4:45 pm Technology Creating Customers for Life

Ensuring customer satisfaction and loyalty has always been a key priority for heavy equipment dealers. With the market valued at approximately $334 billion dollars in 2017, it’s never been more important. To add to that, dealers must navigate 24/7 demands, new channels of engagement, and a change in how those in the industry work. These challenges complicate the way business is done and the way lifetime customer relationships are built.

As business grows more complicated, new technology rises to meet the challenge. One way dealers are improving their engagement and service is through dedicated customer sales portals that provide always-on service on any device – any place, any time.

How do dealers get started? What do they need to account for? How do they get their customers engaged and using the portal? Learn the answers to these questions and more in this session.

Bottom line: You have to own your customer – if you don’t, your competition will.

Craig Green CDK Global
Wednesday 2/6 3:30 pm – 4:45 pm Rental My Customer Has Insurance, But is My Rental Equipment Really Protected?

So many dealerships are diligently collecting Certificates of Insurance at the time of rental, but are you looking at them? And if so, do you know what you need to be looking for? If you don’t, you could leave the dealership open to great risk.

Attend this session and learn how to determine if you’re really covered in the event of a loss, what could happen if your equipment damages someone else’s property, what to do if equipment is damaged during delivery, if your insurance will pay to make the equipment ready to rent again, and more.

Jayme Bates JT Bates Insurance Group
Wednesday 2/6 3:30 pm – 4:45 pm Sales How to Read Your Customer’s Mind

Most top business owners and executives today mention people skills as critical to increasing their business. Yet most companies spend nearly 100% of available training time discussing the products and the details surrounding the makeup of those saleable goods and services. The truth is that your prospective customers never have and never will make their decision based solely on products or services. They make their decision to buy based on you.

This session will give you techniques that can be used today to significantly increase business profitability by learning how your customers think. You will walk out of the program with a greater understanding of what your customers want from you and how you can deliver results to them in the way that they will buy it.

Session highlights also include:

  • How to magnetically attract customers without manipulation
  • The most persuasive words you can use with your customers at any time
  • How to gain trust with any customer in 3 minutes or less, on the telephone or face to face
  • How to check how much trust you have
  • Women are and will be a huge catalyst for change. They will also become a major source of your new business. Learn how women influence your business and how to build stronger customer relationships with them.
Dr. Kerry Johnson
Wednesday 2/6 3:30 pm – 4:45 pm Management Creating a Culture that Generates High-Impact Teams

Creating high-impact teams begins with how you lead your team or organization.  In this session, managers and leaders will learn how to enhance leadership skills to provide the guidance, support, and direction to inspire and engage your team’s full creativity, talent, and potential by fostering a culture conducive to generating high achievers.

John Acardo BlueCornHR, LLC