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  • Mobile Resource Management

    ​It's a digital world now, and future success depends on how well businesses serve their customers via mobile technology.

    It's a digital world now, and future success depends on how well businesses serve their customers via mobile technology. Heavy equipment dealerships and their customers now expect to be able to access their accounts, request services, and schedule technicians on their devices, 24-7. We'll discuss the mobile tools available to today's heavy equipment dealer—and why it's essential to put them to work for your business.

  • Modernizing Your Marketing Strategy - 5 Steps to Get Started in 2018

    Recorded On: 02/15/2018

    Dealers and distributors relying primarily on old-school marketing tactics risk missing opportunities and losing market share to more tech-savvy, aggressive competitors. Adopting a well-balanced digital marketing and sales strategy is an important part of your overall modernization and future success. This presentation will reveal 5 steps you can take tomorrow to get started with proven strategies to improve your opportunity pipeline and grow market share.

    Dealers and distributors relying primarily on old-school marketing tactics risk missing opportunities and losing market share to more tech-savvy, aggressive competitors. Adopting a well-balanced digital marketing and sales strategy is an important part of your overall modernization and future success. This presentation will reveal 5 steps you can take tomorrow to get started with proven strategies to improve your opportunity pipeline and grow market share.

    Brian Shanahan

    President

    Brian Shanahan is President of Shanahan Strategy, Inc., a marketing and web development agency based in San Mateo, California. With over 20 years' experience, Shanahan Strategy helps manufacturers, distributors, and dealers evaluate and set strategic plans to grow sales. Services include growth strategy, lead generation, web development, content marketing, and consulting.

  • Onboarding for new techs

    Recorded On: 04/28/2016

    Studies show that employee productivity and retention is significantly increased by how the employee is introduced to your company and to their new job. Onboarding is especially important for Technicians because of the tools, technology and specific repair techniques they require.

    Studies show that employee productivity and retention is significantly increased by how the employee is introduced to your company and to their new job. Onboarding is especially important for Technicians because of the tools, technology and specific repair techniques they require.

    George Russell

    Presenter

    George Russell is a machinery industry professional, having worked in construction and farm machinery for over 40 years both at the wholesale and retail level. Since leaving CNH in 2006 where he was last VP, Sales & Marketing for Case Construction in Europe, he concentrates on helping dealers/distributors in performance improvement. He facilitates 7 best practice dealer peer groups, and has trained over 500 dealer branches in the last 7 years in all aspects of dealer/distributor operations improvement - sales, service, parts, and rental. He focuses on assisting large or consolidating dealers with the challenges and opportunities of growth.

  • Online Marketing - Where’s It Going; How To Win

    Building a simple website and tweeting a few times does not constitute a good online strategy. Today online marketing is traditional marketing, strategy is more important than ever, and developing a solid comprehensive plan is the way forward. But where is it all going? When does marketing revolution become evolution? This session will explore where we are now, what’s coming next, and how to prepare your company to compete in 2015 and beyond. You’ll learn what content prospects and customers want, how to measure success, and how to get started.

    Building a simple website and tweeting a few times does not constitute a good online strategy. Today online marketing is traditional marketing, strategy is more important than ever, and developing a solid comprehensive plan is the way forward. But where is it all going? When does marketing revolution become evolution? This session will explore where we are now, what's coming next, and how to prepare your company to compete in 2016 and beyond. You'll learn what content prospects and customers want, how to measure success, and how to get started.

  • Parts Manager Certification Exam

    AED Foundation Certified Parts Manager Exam

    AED Foundation Certified Parts Manager Exam

  • Rental Fleet Financial Management

    Recorded On: 02/26/2016

    Introduction to understanding Financial Management for rental fleet operations.

    Managing a rental fleet for profitability is somewhat like managing a stock portfolio. There should be a reasonable expectation by the investor (dealership) on the overall performance of the fleet. Knowing how to measure fleet performance along with analysis skills in determining what's wrong when the desired results are not achieved is foundational to being a good asset manager. This webinar is an introduction into the measurement and analytics that you need to know to be an effective manager.

  • Rental Fleet Internal Charges – What’s Fair?

    Recorded On: 04/21/2016

    This webinar will take a look at the various expenses that are typically charged to the rental department.

    Dealers struggle to maximize rental profits. Although there are many external factors that contribute to this challenge, some issues are internal. This webinar will take a look at the various expenses that are typically charged to the rental department and discuss a reasonable approach to reflecting real profitability.

    Larry Kaye

    President

    Mr. Kaye is a former Board of Directors member with the American Rental Association, where he has received a number of service awards, presented at various conferences and organized the Construction University program for educating members. Kaye has written training materials for the Caterpillar Rental College, authored a series of rental operations manuals for Bobcat and written articles for trade publications on various aspects of the rental industry.

  • Sales Manager Certification Exam

    AED Foundation Sales Manager Certification Exam

    AED Foundation Sales Manager Certification Exam

  • Sales Professional Negotiation

    Recorded On: 05/05/2015

    Expound on fundamental negotiation skills and provide tools and inspiration that will challenge sales professionals

    Consider the following questions faced by sales people and sales managers in today's highly competitive market:

    What do you negotiate?

    Are you facing trained and savvy buyers?

    Do your customers have and use power?

    Is money being left on the table?


    To help you understand the answers to these questions join sales professional, Don Buttrey, in a 90 minute webinar.

    In this session you will learn:

    • Awareness of the negotiation environment and adversarial ploys
    • How to sell product benefits and dealer value
    • versus price
    • Relationship skills, listening, and professional consultant selling
    • Proven negotiation strategies
    We will expound on each of these fundamental negotiation skills and provide tools and inspiration that will challenge sales professionals to create "both-win" solutions that provide perceived product/distributor value and also protect margins! Included are specific tools and 'take-aways' that will make the learning tangible and applicable.

    Don Buttrey

    President

    Don Buttrey, Sales Professional Training™, has extensive sales & marketing expertise that he has utilized in a hands-on engineering and manufacturing environment. His broad experience gives him an insightful perspective on the key roles of salespeople and managers. Don works extensively in the equipment industry and understands the needs of dealers. Don is a frequently chosen speaker and trainer for various AED programs.

  • Satisfying Multiple Customers

    Everyone gets busy and that can be a good thing. The trick is how you manage those busy times so your customers continue to be serviced in a legendary manner and you maintain your sanity! Learn some simple techniques and strategies for servicing multiple customers in a professional manner that ultimately results in a sale and a great relationship.

    Everyone gets busy and that can be a good thing. You want to be busy and you usually can't control when a customer will call or walk-in. The trick is how you manage those busy times so your customers continue to be serviced in a legendary manner and you maintain your sanity!

    Every customer deserves your best regardless of how busy you are. Learn some simple techniques and strategies for servicing multiple customers in a professional manner that ultimately results in a sale and a great relationship.

    Barry Himmel

    Signature Worldwide

    Senior Vice President

    Signature Worldwide Business and Training Solutions