Dealer Development Conference

Schedule At-A-Glance

Sunday, June 4

Monday, June 5

Session Descriptions

The Map Versus the Terrain: How to Adapt to Anything and Achieve Success

Bill Fournet

Our greatest successes aren’t achieved with a perfectly laid out plan. Instead, they are accomplished by how well we adapt to the obstacles we encounter along the way. As we continue to evolve how we work amidst unpredictable change, understanding the differences between the map and terrain is critical for creating a high-performing team.

Think of your map as your plan for what you want to achieve and where you want to go. But in this ever-changing world, the terrain is often unknown. This is where adaptability becomes key. Strategy is the map. Disruption is the terrain.

In this transformative keynote, Bill leverages his experience not only as a Fortune 500 executive coach and consultant, but also as an avid and skilled backpacker. He illustrates how you can use three proven strategies to create a map for navigating any terrain and transforming obstacles into opportunities. Guided by this new understanding, you and your team will be better prepared to achieve your desired outcomes and will emerge stronger through any disruption.

Process Mapping: A Proven Strategy for Improving Rental Profits

Larry Kaye

Script International

Making sustainable profits with your rental fleet is all about utilization. Within a typical dealership there are many obstacles that work against fleet optimization. Because of this, you potentially have more investment than you need, OR you are missing out on revenue opportunities.

This session will introduce you to a mapping process that will help identify where your opportunities for improvement exist. The outcomes to this process are many; operational standards are created, position-related accountabilities and quality control can now be measured and ultimately improve customer satisfaction. Join us for operational strategies to improve your rental profits.

Growing Your Workforce Now & in the Future

TBD

A Grassroots Approach to Workforce Development

Sean Fitzgerrel

The AED Foundation

This mini-session will brief attendees on the workforce development efforts of The AED Foundation and how dealers can get involved at the local level.

The Art and Science of Diversification

Bill Hoeg

Machinery Advisors Consortium

Would your dealership benefit from diversifying into new products or market segments? What systems and processes need to be taken into account? This session will discuss how diversification and expansion can help fill market gaps and grow your dealership.

Content includes:

• How “Your” motivations for diversification impact your decision making
• What that can look like financially and how it will affect absorption
• Synergies & caveats
• How and where to start

Growing Your Workforce Now & in the Future

There has never been a more challenging time for dealers to recruit the best candidates and retain the best workers. This session will explore how dealers can focus on retention to keep the people they have, and recruiting to grow their future workforce. It will also discuss the untapped potential of non-traditional hires.

Understanding the Value of Your Equipment Dealership

Pat Albero, Performance Brokerage Services

Dan Argiro, Performance Brokerage Services

Brad Stanek, Morgan Stanley

Whether you are looking to exit now, or 10 years from now, understanding the value of your business is critical, yet 98% of business owners admit to not knowing the value of their business. If you are looking to exit in the next 12 months, knowing the value of your business can save you from leaving money on the table. If you are exiting in the next 10 years, it can help you determine what actions you need to take to grow this value, so that when you do exit, you get top dollar. This session will discuss what you should know about valuing your equipment dealership and what you can do to increase your dealership’s value.

Content includes:

• The key components that go into determining the value of your dealership
• The actions you can take to grow this value over time
• The mistakes to avoid that could detract from your dealership’s value

Government Affairs and You: Why You Need to Get Involved

Daniel Fisher

AED

AED’s 2023 policy agenda focuses on issues that impact your cost-of-doing business and primary product markets. Learn about the association’s top priorities, the political dynamics impacting the debate in Washington, and how you can engage with AED’s government affairs program to benefit your company and the broader industry.

Dealer Best Practices (Panel)

Moderated by:

Peter Raisch, Gearflow
Panelists: Ryan Correlli, Correlli, Inc.
Jason Meis, Hayden Machinery
Robert Sloan, Contractors Equipment Rentals

As a dealer, what are the things that are keeping you up at night?

Customers are changing, revenue is changing, equipment is changing…the landscape of this industry is shifting right beneath your feet.

In this panel, we’ll dig deeper with dealers to uncover how they’re addressing their customers’ most-pressing pain points and hear real-world examples of how they are eliminating the challenges — both internally in their own organizations and externally — including:

• How are you shaping the next generation of dealer employees?
• How are you overcoming friction to make necessary changes for your dealership to thrive in today’s digital environment?
• What are you learning from other sectors and applying to your business practices?
• What insights are you feeding customers to give them a competitive advantage and serve them throughout their equipment lifecycle?
• How are you helping customers shift from a reactive posture to get on the path to predictive?
• What about the future of this industry excites you the most?

We’ll peek behind the curtain to learn from each other and how we link arms to grow as invaluable resources that better serve our industry as a whole.

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