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  • Everyone in the Dealership sells! Maximizing every precious interaction

    This practical session will help everyone understand the selling process and give your organization a “sales perspective” as each performs their primary duties. Gather everyone for this webinar and initiate a culture change to begin developing a powerful, effective team of support professionals.

    Team selling is vital to providing total customer satisfaction and developing lifetime customers - and is a primary differentiator to set you apart from the competition! Loyalty is enhanced or destroyed by each interaction with individuals in your dealership.

    We all sell! Selling is “getting someone else to want to, and to do, something that we want them to do". We are all doing that in some form or another every day in our personal lives - and as we perform our primary job functions.

    Many support professionals have some contact or perhaps regular contact with customers (internal and external). The outside salesperson may get the first order, but often the rest are the result of the relationships and performance of the parts, service, technicians, finance, and everyone on the sales support and customer service team! These key individuals have a unique relationship of trust and credibility, which allows them to be ideally suited to recommend additional sales, discover leads and acquire critical customer information! With proper training and developed skill, sales support can recognize and turn reactive situations into proactive selling opportunities - spontaneously and appropriately - assessing and capitalizing on every precious interaction!

    This practical session will help everyone understand the selling process and give your organization a “sales perspective" as each performs their primary duties. Gather everyone for this webinar and initiate a culture change to begin developing a powerful, effective team of support professionals. Become a Sales Professional Organization!

    WHO should attend: Dealer Principals, Sales and Service leaders, Branch Managers, and ANYONE in the branch who has interactions with customers!

    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.

  • Excelling in Customer Service

    The customer rules! This is an all too familiar mantra we keep hearing. Yet it warrants repeating, as ultimately, the customer will decide to what extent you will succeed in today’s challenging marketplace. It’s that simple. If you want to win customers over and keep them coming back to you, you need to obtain answers to some hard questions: • What trends are occurring in the equipment distribution industry that demand smarter customer service strategies? • How will the customer of the future—younger generation—buy, and what do we need to do to prepare to win them over? • How are you perceived in your customers’ eyes? • What service flaws might exist that you don’t know about? • How do you translate customer satisfaction into customer loyalty? • What are smart dealers doing to ensure excellence? • What steps can you take to ensure you deliver a consistently great customer experience and develop a reputation for service excellence? This webinar will offer valuable insight and practical solutions you can apply to ensure your customer has a consistently outstanding customer experience, and keeps coming back to YOU and not your competition!

    The customer rules!

    This is an all too familiar mantra we keep hearing. Yet it warrants repeating, as ultimately, the customer will decide to what extent you will succeed in today’s challenging marketplace. It’s that simple. If you want to win customers over and keep them coming back to you, you need to obtain answers to some hard questions:

    • What trends are occurring in the equipment distribution industry that demand smarter customer service strategies?
    • How will the customer of the future—younger generation—buy, and what do we need to do to prepare to win them over?
    • How are you perceived in your customers’ eyes?
    • What service flaws might exist that you don’t know about?
    • How do you translate customer satisfaction into customer loyalty?
    • What are smart dealers doing to ensure excellence?
    • What steps can you take to ensure you deliver a consistently great customer experience and develop a reputation for service excellence? This webinar will offer valuable insight and practical solutions you can apply to ensure your customer has a consistently outstanding customer experience, and keeps coming back to YOU and not your competition!

    Christine Corelli

    Speaker

    Christine Corelli is an internationally renowned keynote speaker and workshop facilitator with a no-nonsense, cut to the chase approach to public speaking, training, and management consulting.  In any venue, hers is a voice to be reckoned with …in more ways than one.

    She is the author of six business books including the best selling, “Wake Up and Smell the Competition.” “Capture Your Competitors’ Customers and KEEP Them,” sold out the first print run in just two weeks and is still selling strong.

      Her presentations, books, and articles provide intriguing case studies, tangible ideas, and valuable take-away information on vital business topics dynamic leadership, profit-rich growth strategies, advanced sales strategies, comprehensive service strategies, creating a high-performance culture, and change management.

  • Gearing Up to Sell Maintenance Agreements, Inspection Programs, and Service Intervals

    Recorded On: 12/17/2015

    A suggested step by step list of things to do in order to first prepare for selling more service

    This webinar will included a suggested step by step list of things to do in order to first prepare for selling more service, and then execute a solid strategy designed to sell more parts and service and feed leads to the sales department.

  • Getting Serious About Dealing with Surplus & Obsolete Inventory

    Get your cash back from inventory.

    Reducing the idle capital tied up in surplus parts present the opportunity to use that capital for increasing the stocking breadth of faster moving parts and increasing customer satisfaction. Best practices will be discussed as well as key metrics to measure and manage surplus.

    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.

  • Heavy Equipment Mechanic Wanted: How to Attract, Retain, and Motivate Technicians

    Includes a Live Event on 10/18/2018 at 11:00 AM (EDT)

    Everybody knows that there is a severe shortage of qualified heavy equipment technicians. Is your dealership the “go to” place in your area where all technicians want to work? This webinar will discuss ways that you can attract existing technicians, grow your own, and then retain them. Satisfied employees become a strong selling point for attracting talent. This webinar will also review existing programs that your dealership can take advantage of to improve hiring, retention, and motivation (including those from the AED Foundation), as well and how you can initiate your own.

    Everybody knows that there is a severe shortage of qualified heavy equipment technicians. Is your dealership the “go to” place in your area where all technicians want to work?  This webinar will discuss ways that you can attract existing technicians, grow your own, and then retain them. Satisfied employees become a strong selling point for attracting talent. This webinar will also review existing programs that your dealership can take advantage of to improve hiring, retention, and motivation (including those from the AED Foundation), as well and how you can initiate your own.

    Bill Mayes

    Presenter

    Bill has a breadth of experience with both OEM and retail experience, including 25 years with John Deere, where he held positions in Whole Goods Sales, Finance and Product Support.  Bill was the Manager of Construction Parts Marketing at Deere & Co. when he left John Deere to accept a position as Director of Product Support for Case Construction.  He subsequently held positions with CNH as Worldwide Director of Service Marketing and Sales Director, New Holland & Kobelco.  Bill left CNH to join MachineryLink, a start-up rental company, where he was VP, Fleet Management and Field Operations.

    His experience with MachineryLink provides a unique dealership relevant experience, because he was responsible for availability and operating cost of world's largest fleet of rental combines.  In addition, he managed all customer facing support activities including a 24/7 live support hotline and the customer satisfaction process.  As part of a Lean Management Philosophy he created a flexible staffing model to support MachineryLink combines with local talent throughout the U.S. and Canada on an as-needed basis.

    Bill now uses his unique perspective and experience to help OEM’s and dealers improve their sales and profitability in Parts, Service and Whole Goods Sales.

  • How to Attract Quality Technicians & Parts Counter Employees

    Recorded On: 08/06/2015

    ​This webinar will provide your dealership with information to help attract, hire, and retain top performers.

    This webinar will provide the hiring authority at your dealership with key information to help attract, hire, and retain top performers in your Parts & Service Departments.

  • How to Avoid the Pitfalls of Running a Family Owned Business

    Recorded On: 04/16/2015

    learn how to function as a dynamic family owned business team

    Managing a business is tough, but running a family owned business is even tougher. Internal conflicts, family matters, business concerns, and ownership transition make running the business very complicated and emotionally charged. The causes are usually the same - an inability to separate family from business needs, conflicts of interests, differences of opinion in how the business should be managed, rivalries, and often egos that come into play. Yet, there are many dealer businesses that have established strong working relationships with family members and employees. These businesses are growing and prospering.

    Here are just a few of the topics that will be discussed:

    •How Smart Family Owned Business Operate
    •Tips to Manage, Better Yet AVOID Conflict
    •Effective Communication - Your Key to Success
    •How to avoid alienating non-family employees


  • How to Build a True Team within your Dealership

    In this webinar we will examine some frequent causes for the silo effect, suggested solutions to address it, and then take the next step to build a dealership team working together towards a common goal.

    Every organization has some amount of "silo effect." But some have way more than necessary. It hurts productivity, increases employee turnover, is way to visible to customers, and stalls profitable growth. In this webinar we will examine some frequent causes for the silo effect, suggested solutions to address it, and then take the next step to build a dealership team working together towards a common goal.

    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.

  • How to Fast Track Entry Level Technicians

    Recorded On: 08/13/2015

    This webinar is geared towards helping you get those rookie technicians up to speed sooner versus later.

    More and more we hear how graduates from diesel technical school programs have less than expected practical knowledge when starting to work at a dealership. This webinar is geared towards helping you get those rookie technicians up to speed sooner versus later.

  • I wish someone would communicate around here

    Recorded On: 11/19/2015

    Gain simple and easy techniques for improving communication in your dealership.

    Ineffective communication costs businesses big bucks – research estimates over $3B annually in the U.S. and U.K. alone. Communication is a simple, but definitely not easy, concept to consistently execute. Inconsistent, mixed messages create inefficiency. New technology increases speed and accessibility but not necessarily understanding. It's very frustrating, as a leader, to continually hear comments from employees like:

    • “The right hand doesn't know what the left hand is doing.”
    • “Nobody communicates around here.”
    • “That's the first time I heard that.”
    • “Why doesn't anybody listen?”
    • “We simply don't walk our talk.”

    After participating in this session you'll be able to:

    1. Minimize the impact of some major barriers that make effective communication difficult.
    2. Expand your understanding of why effective communication requires three key steps and how to effectively use each.
    3. Pull from research findings that can help you influence change in your organization's communication activities and employee behaviors.
    4. Improve your own communications immediately by applying powerful, practical communication techniques gained.

    Brian Gareau

    President

    Brian Gareau has worked as a leader in a a global Fortune 50 corporation. He is the co-inventor of Caterpillar's patent-pending Cultural Assessment Process (CAP) and was actively involved in the redesign of their global Employee Opinion Survey (EOS) process and the launch of their Corporate Values. The design and execution of Caterpillar's Employee Engagement strategy was also part of Brian Gareau's doing.

    Currently, Brian Gareau serves as a Senior Fellow, Human Capital at The Conference Board. In this role, he supports The Conference Board's Human Capital Practice which includes The Conference Board Human Capital Exchange™, research, conferences, webcasts and programs in a broad spectrum of human capital areas. During his career he spent time in Manufacturing, Corporate Public Affairs, Parts & Service Sales, Logistics, and HR