Small Dealer Conference

2020 Small Dealer Conference

November 18 - 19, 2020

Do you have a vision for your dealership?

Make the Small Dealer Conference your destination for success!

This educational event provides a platform for professionals to come together to share best practices, operations, strategic planning, leadership development, network and much more!

Here is what else you can look forward to:

  • Inspirational speakers to help you refocus and discover new techniques for your dealership
  • Educational sessions aimed at every area of specialty and level of experience
  • Networking and quality time with industry peers to connect and gain valuable contacts

Register now! Sponsorship Information


Wednesday, November 18, 2020

10:00 - 11:15 a.m. CST

To Know and To Be Known

Chief Craig Haigh

Hanover Park Fire Department

Principal, branch manager, service manager, or fire chief—all are in the people business. Each has customers, clients, constituents, employees, and friends. You are the trusted face, the one with the solutions, and the one who can be relied on to work on their behalf. You absolutely must have a good product. But beyond the quality of your product, it really is about people and relationships.

In this keynote, Hanover Park Fire Department Chief Craig Haigh will discuss two critical points for organizational success:
1. Your greatest strength in serving your customers comes through the quality of the people you employ. Learn about the importance of hiring, training, staff development, succession planning, and taking care of team members.
2. Customers want to know and be known. Yes, customers are buying a product or service, but what keeps them coming back is the relationships they build with the team. Learn how to grow, develop, and foster these relationships to ensure ongoing success.

Whether delivering a product or answering a 911 call, the people you impact and the lives you touch are what really matter. Attend this keynote and learn how you can employ these principles in your own dealership.

Wednesday, November 18, 2020

11:30 - 12:30 p.m. CST

Negotiating Dealership Agreements

James Waite

James Waite Law, LLC

What’s really negotiable in a dealership agreement, even when the salesperson says it’s not? This session will address negotiating termination rights, buyback obligations, dealership laws and other commonly overlooked, but critical, dealership agreement provisions.

Wednesday, November 18, 2020

12:30 - 1:15 p.m. CST

AED Power Break
Wednesday, November 18, 2020

1:15 - 2:15 p.m. CST

Rental Strategy, Business Models, and Operations: Common Dealer Practices

Dick Stewart

Stewart Consulting LLC

The success of the people leading the rental operations of the business depends on a strong strategy. Do they have a strategy? Do they know what the rest of the industry is doing? In this session, we’re not talking anecdotes, we’re revealing hard research on common practices currently utilized by dealers in their rental strategies, business models, and operation and their correlation to rental profitability.

This session addresses the findings of AED’s first rental study. It is a broad review of strategic choices for rental and business model elections for both rent-to-sell and rent-to-rent models that can be made. The emphasis of this session is on the common practices of operating a rental line of business and includes key operating roles, inbound and outbound processes, and management of utilization.

From this session, attendees can expect to gather information that will enable them to benchmark their rental business to common practices revealed through the array of one-on-one dealer interviews that were conducted during this research so rental leaders can gain the confidence they need to know how the rest of the industry is navigating the growing world of rental.


Sponsored by HBS Systems

Thursday, November 19, 2020

10:00 - 11:15 a.m. CST

The Next PPP—Post-Pandemic Preparedness

Todd Cohen

Sales Leader LLC

The pandemic has created a sea change for everyone. Business has been recovering and companies are focused on staying positive and profitable. What’s next? Smart companies that will survive and thrive post-pandemic must be thinking about business-critical objectives including customer and employee retention, customer service delivery and visibility in a competitive market. To avoid the creepy crud of complacency, every business needs to sharpen its future by focusing its energies on securing the future.

In this informational and engaging keynote, Todd Cohen will offer for your consideration mission-critical imperatives that will help shape and determine the future of the business, longevity and profitability.

Sponsored by Krank

Thursday, November 19, 2020

11:30 - 12:30 p.m. CST

The 18 Most Important Drivers of Business Value

Sean Hutchinson

RFN Advisory Group

Fact: 90% of a business owner’s financial assets are tied up in their businesses. However, owners rarely have an accurate, objective understanding of the value of their business. Understanding what drives, or kills, value in your business is critical. This session will help you understand where you can accelerate value and what to avoid so you can avoid killing value.

You will leave the presentation with:

  • An understanding of what drives value, from a buyer or investor’s perspective
  • Details about the value killers to avoid
  • Why transition-ready businesses are more valuable
Thursday, November 19, 2020

12:30 - 1:15 p.m. CST

AED Power Break
Thursday, November 19, 2020

1:15 - 2:15 p.m. CST

Construction Equipment Aftermarket Outlook

John Blodgett

MacKay & Company

This presentation will provide MacKay & Company’s latest update on the economy – and more specifically the construction-related economy—but primarily focus on a review of their latest update from their DataMac CE aftermarket study. This study is based on surveys completed by hundreds of construction equipment users, profiling the parts aftermarket demand including total demand, point of service, point of final sale, outlook and several other factors.

Sponsored by Perceptive Processing

What people are saying:

Cindy Baschmann of Baschmann Services, Inc.

“Networking with your industry peers and AED staff makes the Small Dealer Conference very personal. The meetings are all in one location and one day. You will always walkaway with important information that will enlighten you and enhance your dealership.”

Steve Ricke of Federal Contracts Corp.

“Make the investment and come prepared to engage the presenters and the other guests. Take advantage of the networking opportunity and make the most of the time invested.”

Dave Hosch of Ruffridge-Johnson Equipment

“Well worth the price of admission. The ability to network with people that are from similar sized companies as ours is priceless.”

Registration Fees

Fee TypeEarlyRegularLate
Attendee Fee
Member Fee:$300.00$300.00$300.00
Non-Member Fee:$600.00$600.00$600.00

Event Type: Annual Conference
Category: Conference

Early registration ends on Sep 20, 2020.
Regular registration starts on Sep 21, 2020 and ends on Nov 12, 2020.
Late registration starts on Nov 13, 2020.
(GMT-06:00) Central Time (US & Canada)

AED Cancellation Policy:
In order to be flexible with AED members in these uncertain times, AED is currently extending it’s cancellation policy due to the ongoing public health crisis. Although subject to change, if you need to cancel a registration for an event, you may request a refund from AED for your registration up until 7 days before the event. As always, you will be refunded at any time if cancellations arise due to health related complications or increased travel restrictions. The Association will continue to evaluate this on an ongoing basis.

Ready to Join Us?

Register for SDC Today!

Register for the Small Dealer Conference to reserve your spot today!

Register Now
Back to Top