BYOE – IN-PERSON | SALES SCHEDULE

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MONDAY, MAY 24, 2021

Please note:  All session times are in Pacific Standard Time

SUMMIT REGISTRATION
10:00 am – 5:00 pm | Located in the Rotunda right outside The Mirage Event Center

Pick up your Summit badge between 10:00 am – 5:00 pm. You will need to wear your Summit badge to gain access to all education sessions, general sessions, and receptions. 

 

EDUCATION SESSION | 12:30 – 1:15 PM
Sales Management at a Distance
Troy Harrison | Troy Harrison International 

One of the most challenging topics in the world of sales management is how to manage salespeople that you are not seeing face-to-face on a daily or weekly basis. Many distributors, manufacturers, and other companies in the equipment industry have a remote sales team. There are techniques and technologies that will enhance our communication and accountability with remote sales teams, and in this session attendees will learn best practices to get the most out of their sales team, no matter where they may be.  

Learning objectives include:  

  • Easy and cheap technological tools to help you manage your team  
  • Gaining remote accountability  
  • Best practices for remote onboarding  
  • Communicating with your remote salesperson 
  • And more!  

  
About Troy Harrison:
Troy Harrison has trained salespeople from 23 different countries on two different continents. He’s worked with principals of companies in the United States, Canada, Europe, and the Middle East. That’s why they call him the “Sales Navigator” – he navigates the globe teaching the very best and most contemporary techniques for selling and sales management to clients worldwide.

Browse Monday Education Sessions

 

EDUCATION SESSION | 1:45 – 2:30 pm
Strategic Planning: How to Forecast Your Sales With Confidence
Steve Clegg |Winsby, Inc.  

This session will explore a 12-month forecasting model based on artificial intelligence that has been developed for dealers and manufacturers. It reliably predicts sales by incorporating the past three years of data and has a confidence level of over 95%. The session will break down the forecast by parts, service, rental, and equipment by location. Attendees will learn a method of predicting future revenues that is based on concrete actions that show exactly what steps need to be taken to grow their business. to achieve success.

  
About Steve Clegg:
Steve Clegg and Debbie Frakes founded Winsby Inc. They had both been involved with a variety of businesses and had developed predictable ways of generating growth. They wanted to share their knowledge and experience with other companies to help them minimize problems in figuring out the best ways to grow.

Browse Monday Education Sessions

Price: Included with your Summit registration
Speakers: Multiple speakers will be presenting during the professional education sessions. Please download the 2021 Summit Mobile App to review speaker bios and session descriptions. Search for “AED Summit” to download the app from the App Store or Google Play.
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

 

GENERAL SESSION: WILL YOU MANAGE THE CHANGE COVID-19 IS CAUSING OR WILL THOSE CHANGES MANAGE YOU? WITH SHAWN RHODES
3:00 – 4:00 PM | Grand Ballroom

In the world of heavy equipment, the best plans may not always work out as planned. To address the constant challenge of adapting to COVID and its effects on our companies and teams, TEDx speaker and nationally syndicated columnist Shawn Rhodes will share how the best teams and organizations pivot to leverage change when it occurs, built engaging cultures and ensured the experience of our senior leaders doesn’t leave when they do.

  
About Shawn Rhodes:
Shawn Rhodes leveraged his former life as a war correspondent to become an international expert in how the best teams pivot when change enters their plans. He's a Tampa-based TEDx speaker and his work studying teams in more than two dozen countries - some the most dangerous places on the planet - has been published in news outlets around the world including TIME, CNN, NBC, Forbes, the Wall Street Journal and INC. His clients have included Deloitte, ConAgra, Coca-Cola and dozens of similar businesses. Shawn is also a nationally-syndicated columnist with the Business Journals and author of the new book "Pivot Point: Turn On A Dime Without Sacrificing Results.

Price: Included with your Summit registration
Speakers: Please download the 2021 Summit Mobile App to review speaker bios and session descriptions. Search for “AED Summit” to download the app from the App Store or Google Play.
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

View General Session Descriptions

 

1st Time Attendee & New Member Reception 
5:00 pm – 6:00 pm | BY INVITATION ONLY

Are you a new member to AED? Or is this your first Summit experience? Kick-start your Summit experience with a networking reception designed just for you! Join your fellow first-time attendees, have a drink and unwind. 

For more information contact, Jon Cruthers, Vice President of Sales at jcruthers@aednet.org or Phil Riggs, Senior Director of Member Engagement at priggs@aednet.org.  

Price: Included with your Summit registration
Dress Code: Business casual
Requirements: This reception is only available to first-time Summit attendees and new AED members.
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

 

THE AED FOUNDATION FUNDRAISING GALA | PRESENTED BY RITCHIE BROS. AND THE AED FOUNDATION | LIVE AND SILENT AUCTIONS
LIVE AUCTION IS PRESENTED BY RITCHIE BROS. AND THE AED FOUNDATION KNAPHEIDE TECHNICIAN OF THE YEAR AWARD 
7:00 – 10:00 PM |The Mirage Pool 

The AED Foundation Fundraising Gala is an event specifically for generous supporters of The AED Foundation. It is the perfect time to bring your family, friends, employees and partners together. Please join us for a spectacular evening, which will include live and silent auctions and entertainment. We will also be honoring the winning AED Foundation’s Knapheide Technicians of the Year Awards and presenting the Lester J. Heath III, Foundation Champion, and Foundation Partner awards. 

Thank you to our Live Auction Sponsor:

Thank you to our Technician of the Year Sponsor:

Thank you to our Gold Gala Sponsor:

Thank you to our Silver Gala Sponsor:

 

Price: $200 per ticket
VIP packages are available for $2,000. This package includes ten tickets + purchaser’s name will be included on VIP signage.
Dress Code: Business casual
Registration: bit.ly/2021aedfgala
Important Note: This event is not included in your AED Summit registration; a purchased ticket is required.
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

Register Now Registration Fees Safety Protocols 

 

TUESDAY, MAY 25, 2021

Please note:  All session times are in Pacific Standard Time 

SUMMIT REGISTRATION
7:00 am – 3:00 pm | Located in the Rotunda right outside The Mirage Event Center

Pick up your Summit badge between 10:00 am – 5:00 pm. You will need to wear your Summit badge to gain access to all education sessions, general sessions, and receptions. 

 

SUMMIT BREAKFAST
7:30 – 8:30 AM | GRAND BALLROOM 

This breakfast is for all Summit Registrants. Please note, you will need your Summit badge to enter the Grand Ballroom. Please visit the Rotunda to pick up your registration package, located outside of The Mirage Event center. 

Price: Included with your Summit registration
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they
are eating or drinking. 

 

GENERAL SESSION AND PROGRAMMING 
8:30 – 10:00 AM | Grand Ballroom 

8:30 am General Programming 

  • National Anthems (Canada then US) Video/Music 
  • President & CEO Welcome – Brian McGuire 
  • Presentation of P.E. MacAllister Democracy Award 
  • Presentation of Morton R. Hunter, Sr. Distinguished Industry/Association Contribution Award 
  • Chairman Welcome – Ron Barlet, Bejac Corporation  
  • Presentation of The Chairman’s Award

9:00 am OEM Panel sponsored by e-Emphasys 

Panelists:

  • Doug Hundt – President, Industrial – Vermeer Corporation 
  • Jason Daly – Global Director, Marketing & Support – John Deere Construction and Forestry 
  • Stephen Roy – President – Volvo Construction Equipment North America 
  • Kristin Girard – Distribution Director – West and Canada — Caterpillar Inc. 
  • Mike Ballweber – President – Doosan Bobcat NA 
  • Tim Tripas – VP & GM, CE Division – Komatsu America Corporation 

 

Sponsored by e-Emphasys

 

CONDEX RIBBON CUTTING
10:00 AM |Doors in front of The Mirage Event Center 

Join AED’s President and CEO, 2020 Chairman, Ron Barlet, and 2021 Chairman Craig Drury, as they cut the ribbon and open the doors to the CONDEX floor.

Summit Note: You will need your Summit badge to enter the CONDEX floor. If you don’t have your badge, don’t worry! Head over to the registration rotunda in front of The Mirage Event Center to print your Summit badge. 

 

CONDEX
10:00 AM – 5:00 PM |The Mirage Events Center 

The CONDEX show floor is an ideal place for distributors to find everything they need to support and grow their business. Exhibitors include a wide variety of technology companies, insurance and finance companies, and emerging manufacturers, often new to the North American market, looking for equipment distribution partners. 

To view the latest and most up-to-date list of participating manufacturers and service providers, please download the Summit Mobile App. Search for “AED Summit” to download the app from the App Store or Google Play. 

Price: Included with your Summit registration
Important Note: Please download the 2021 Summit Mobile App to review participating CONDEX exhibitors. Search for “AED Summit” to download the app from the App Store or Google Play.
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

 

THE AED FOUNDATION MEDIA EVENT
11:30 AM – Noon | The CONDEX Floor  

The AED Foundation’s latest commissioned research report provides a look at diversity within the equipment distribution industry and provides recommendations for ways to build a robust workforce. This research is an essential part of the mission for The AED Foundation because it’s important to gauge where the industry stands today and to understand the workforce outlook over the next several years better.  Summit Note: You will need your Summit badge to enter the CONDEX floor. If you don’t have your badge, don’t worry! Head over to the registration rotunda in front of The Mirage Event Center to print your Summit badge. 

Price: Included with your Summit registration
Important Note: Please download the 2021 Summit Mobile App to review participating CONDEX exhibitors. Search for “AED Summit” to download the app from the App Store or Google Play.
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

 

EDUCATION SESSION | 2:15 – 3:30 PM
Bulletproof Selling: Systemizing Sales for the Equipment Industry
Shawn Rhodes | Shoshin Consulting 

Sales is often called the battlefield of business, and for good reason: no matter how great our products or services are, if we can’t sell them we’ll lose the battle for customers. Shawn Rhodes, named a top sales expert by the National Speakers Association, has paved the way in the world of sales by showing businesses from Fortune 100 companies to solopreneurs how to systemize their sales processes to never lose a sale for the same reason again. In this interactive breakout, he’ll share how salespeople can begin to systemize their sales processes, scale successes and ensure they never lose a sale for the same reason twice. 

Browse Tuesday Education Sessions

 

EDUCATION SESSION | 4:00 – 5:15 pm 

During this time, there are no Sales tracks. Browse more than 30 in-depth, educational sessions – each with practical takeaways and ideas to keep you, your team, and your dealership moving forward. Sessions cover topics in Canada, Leadership, Management, Rental, Product Support, and Technology.  

Browse Tuesday Education Sessions

Price: Included with your Summit registration
Speakers: Multiple speakers will be presenting during the professional education sessions. Please download the 2021 Summit Mobile App to review speaker bios and session descriptions. Search for “AED Summit” to download the app from the App Store or Google Play.
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

 

WOMEN IN EQUIPMENT DISTRIBUTION NETWORKING RECEPTION
5:30 – 6:30 PM | St. Croix

This reception is for the women changing the industry for the better and for anyone who supports equal representation within the equipment distribution industry. Network with other top women business leaders and celebrate the significant advancements and accomplishments female professionals are making today and tomorrow. 

Price: Included with your Summit registration
Dress Code: Business casual
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

Register Now Registration Fees Safety Protocols 

 

WEDNESDAY, MAY 26, 2021

Please note:  All session times are in Pacific Standard Time

SUMMIT REGISTRATION
7:30 am – 2:00 pm | Located in the Rotunda right outside The Mirage Event Center

Pick up your Summit badge between 10:00 am – 5:00 pm. You will need to wear your Summit badge to gain access to all education sessions, general sessions, and receptions. 

 

SUMMIT BREAKFAST 
7:30 – 8:30 AM | GRAND BALLROOM 

This breakfast is for all Summit Registrants. Please note, you will need your Summit badge to enter the Grand Ballroom. Please visit the Rotunda to pick up your registration package, located outside of The Mirage Event center. 

Price: Included with your Summit registration
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they
are eating or drinking. 

 

GENERAL SESSION | 8:30 – 10:00 AM  

8:30 AM  

  • The AED Foundation Chairman Welcome – Jeffrey Scott, Intermountain Bobcat 
  • Chairman’s Inaugural Ceremony 
  • Presentation of Paul D. (Bud) Hermann Emerging Leaders Award 

9:00 AM What Lies Ahead: The Industry’s Economic Projections 

Moderated by Eli Lustgarten, ESL Consultants 

Panelists: 

  • J. Brian Henderson, CFA – CIO, BOK Financial Corporation 
  • Christian Lawrence – Senior Cross-Asset Strategist, Rabobank 
  • Connor Lokar – Economist, ITR Economics 

CONDEX 
10:00 AM – 3:00 PM |The Mirage Events Center 

The CONDEX show floor is an ideal place for distributors to find everything they need to support and grow their business. Exhibitors include a wide variety of technology companies, insurance and finance companies, and emerging manufacturers, often new to the North American market, looking for equipment distribution partners. Summit Note: You will need your Summit badge to enter the CONDEX floor. If you don’t have your badge, don’t worry! Head over to the registration rotunda in front of The Mirage Event Center to print your Summit badge. 

To view the latest and most up-to-date list of participating manufacturers and service providers, please download the Summit Mobile App. Search for “AED Summit” to download the app from the App Store or Google Play. 

Price: Included with your Summit registration
Important Note: Please download the 2021 Summit Mobile App to review participating CONDEX exhibitors. Search for “AED Summit” to download the app from the App Store or Google Play.
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

 

EDUCATION SESSION | 1:30 – 2:45 pm
Sales Management at a Distance
Troy Harrison | Troy Harrison International 

Getting the highest performance from your salespeople can be challenging. It’s even more challenging when you don’t have good metrics and KPIs to work from, but yet, most companies in the equipment industry do not. Without good metrics, you won’t know whether your salespeople aren’t performing because of a lack of skill, a lack of effort, or other reasons. This session will show you an easy-to-implement method of building a set of sales metrics that will track the key junctures in the sales process.  

 Topics covered include: 

  • What activities to track 
  • Working with the end in mind 
  • How to use your performance model to troubleshoot 
  • Tools to track activity 
  • And more! 

Browse Wednesday Education Sessions  

 

EDUCATION SESSION | 3:15 – 4:30pm
Customer Service & Sales Culture: Perfect Together
Todd Cohen | SalesLeader LLC 

Customer service is a vital part of the overall organization and, in many cases, drives profits and growth. Yes, some organizations still separate the two functions, but that is costing you money and prestige. Attend this engaging and informative session to increase profits, associate retention, and drive your customer satisfaction AND sales in 2021! 

  
About Todd Cohen:
A dynamic, engaging and motivational keynote speaker, Todd brings a message that is relevant to any organization striving to increase revenue, strengthen relationships and improve client satisfaction. Using humor and real-life examples, Todd demonstrates how every conversation is a “selling moment” and how everyone can contribute to the growth and profitability of the organization.

Browse Wednesday Education Sessions  

Speakers: Multiple speakers will be presenting during the professional education sessions. Please download the 2021 Summit Mobile App to review speaker bios and session descriptions. Search for “AED Summit” to download the app from the App Store or Google Play.
Dress Code: Business professional
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

 

KEYNOTE PRESENTATION | 7:45 – 9:00pm
A Conversation with Paul Ryan Presented by DLL

  • 7:45 pm Inaugural Speech – Craig Drury, Vermeer Canada
  • 7:55 pm Sponsor Comments & Introduction of Paul Ryan
  • 8:00 pm A Conversation with Paul Ryan moderated by Brian McGuire

Attendees can expect to hear from the former Speaker on Wednesday evening as a part of the conclusion of the event. As has been the tradition in year’s past, Speaker Ryan will be joined on stage by AED President and CEO Brian P. McGuire for questions and discussion upon completion of the events closing dinner.

  
About Paul Ryan:
Paul Ryan earned a degree in economics and political science from Miami University in Ohio before beginning his political career as a young congressman of 28 when first elected in 1998 to represent Wisconsin’s First Congressional District.

In Congress, Ryan served as chairman of the House Budget Committee, where he proposed a plan to balance the federal budget and pay off the national debt. Later, as chairman of the House Ways and Means Committee, he spearheaded efforts to simplify the tax code, protect health care choices, advance free trade and strengthen the economy.

After an unsuccessful vice presidential run with Governor Mitt Romney in 2012, Ryan continued to lead efforts in Congress to rebuild our national defense, expand domestic energy production, combat the opioid epidemic, reform our criminal justice system and promote economic opportunity.

READ MORE HERE: https://aednet.org/keynote-presentation

A DINNER AND CONVERSATION WITH PAUL RYAN IS HOSTED BY DLL

Price: Included with your Summit registration
Dress Code: Business professional
Speakers: Brian P. McGuire, AED’s president and CEO; Paul Ryan, former speaker of the house; Craig Drury, 2021 AED chairman
Event Information: This event will include dinner as well as the keynote presentation with Paul Ryan. The dinner will also feature a speech from AED’s 2021 Chairman, Craig Drury of Vermeer Canada, and introduction from a DLL representative.
Summit Safety Protocol: All attendees are required to wear a mask at all times unless they are eating or drinking. 

Register Now Registration Fees Safety Protocols 

 


Download The 2021 AED Summit App

The 2021 AED Summit app is home to all things Summit. Users can find upcoming sessions, educational tracks, speakers, attendees, and much more! Download to make your virtual experience that much better! You will be able to save education sessions to your schedule and receive essential Summit updates. You will also be able to download presentations on the app. Download now the App Store and Google Play Store.

Sponsored by e-Emphasys

The Mirage Hotel (MGM Resorts) App

The MGM Resorts App is an extremely useful tool for the AED Summit. Not only is it home to your contactless room key, but it hosts details on dining, entertainment, and room information. The app is available on theApp Store andGoogle Play Store. 


DO YOU HAVE SUMMIT QUESTIONS? REACH OUT TO YOUR AED REGIONAL MANAGER FOR MORE DETAILS!  

PHIL RIGGS
Senior Director of Member Engagement
priggs@aednet.org or 630-465-3622 

MICHAEL DEXTER
mdexter@aednet.org or 630-465-2888 

SEAN FITZGERREL
sfitzgerrel@aednet.org or 630-352-9372 

THOMAS LUNNEY
tlunney@aednet.org or 630-465-6647 

SCOTT MCPHERSON
smcpherson@aednet.org or 312-882-2473 

Register Now Registration Fees Safety Protocols 


CHANGE OF PLANS?

Please note that if you choose to change your virtual registration to an in-person registration, you can do so at any time; simply reach out to an AED staff member at help@aednet.org to notify them.


Reserve Your Room Block

We recommend for in-person attendees to arrive on Sunday, May 23, to enhance their Summit experience and access all the programming.

Stay within the Exclusive AED Room – Discounted Room Rates End 5/7/2021

Reserve your rooms from Sunday, May 23 – Thursday, May 27

Hotel Information:
The Mirage Hotel
3400 S Las Vegas Blvd
Las Vegas, NV 89109

Reserve at bit.ly/maysummitattendee

BEWARE OF UNOFFICIAL HOUSING OFFERS
Please be aware some third-party travel companies may attempt to solicit you regarding housing for the 2021 AED Summit. Although these companies represent themselves as the “official” housing source, they are not authorized by AED and may provide false information regarding the availability of rooms at the conference hotel.


SUMMIT CANCELLATION POLICY:

Refunds will be permitted until 72 hours before the event. In the event Summit 2021 is canceled for reasons due to COVID-19, the attendee will have the option to roll over registration to next year or have it fully refunded.


Do you still have questions? For any additional Summit information, please reach out to an AED staff member at help@aednet.org.


Get Social! Join the conversation and share your favorite Summit moments using #AEDSUMMIT on Twitter, Facebook, LinkedIn and Instagram.


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