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  • Double Your Productivity: Organize and Get Control of Your Time and Your Life

    ​This webinar focuses on the best and most cutting edge time management and organization techniques.

    This webinar focuses on the best and most cutting edge time management and organization techniques. This isn't a one-size-fits-all, “you-must-do-it-this-way” presentation. This program will help you find the system that works best for you and show you once and for all how to get your life in order. Participants will learn to get twice as much done in the same amount of time, set and keep priorities straight and maximum time on the tasks that pay you the most.

    John Chapin

    Motivational Speaker

    Voted the A #1 SALES REP and primary author of the 2010 sales book of the year: Sales Encyclopedia, John Chapin has over 26 years of extensive sales, sales management, customer service and business-building experience. An award-winning sales speaker, trainer, and coach, he also writes a monthly sales article for close to 200 publications across the country.

  • Establishing an Effective Parts and Service Department Program

    Recorded On: 10/06/2016

    The most productive departments share these characteristics: they know what KPIs to achieve, they rigorously implement disciplined processes, and they place a high importance on hiring, developing and retaining the best people.

    The most productive departments share these characteristics: they know what KPIs to achieve, they rigorously implement disciplined processes, and they place a high importance on hiring, developing and retaining the best people. Real life examples and best practices will allow you to take your parts and service departments to the next level.

    At the end of this webinar you will be able to:

    • 1.Evaluate your own parts or service department to see if it is operating at peak performance.
    • 2.Identify and use the most important Key Performance Indicators for your department.
    • 3.Implement a program to improve the performance of your people.

    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.

  • Establishing an Effective Parts and Service Department Program - French

    The most productive departments share these characteristics: they know what KPIs to achieve, they rigorously implement disciplined processes, and they place a high importance on hiring, developing and retaining the best people.

    The most productive departments share these characteristics: they know what KPIs to achieve, they rigorously implement disciplined processes, and they place a high importance on hiring, developing and retaining the best people. Real life examples and best practices will allow you to take your parts and service departments to the next level.

    At the end of this webinar you will be able to:

    • 1.Evaluate your own parts or service department to see if it is operating at peak performance.
    • 2.Identify and use the most important Key Performance Indicators for your department.
    • 3.Implement a program to improve the performance of your people.

    THIS WEBINAR IS PRESENTED IN FRENCH

  • 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.

  • From "No Pay Time" to "Pay Time" - Practical Tips to Increase Selling Time for Your Reps

    Sales people spend a lot of time NOT selling. They are bogged down in activities like IT system management, dealing with company policies, struggling with duplicate data entry, and administrative time in general, which collectively take up between half and two-thirds of the average salesperson’s time. Given this unfortunate reality, few investments will have the potential to translate faster into more sales than what gives your reps more time to sell. This webinar will break down the why and how of lost productivity for sales reps and provide useful and practical steps sales managers and reps can take to increase time spent on revenue-generating activities.

    Sales people spend a lot of time NOT selling. They are bogged down in activities like IT system management, dealing with company policies, struggling with duplicate data entry, and administrative time in general, which collectively take up between half and two-thirds of the average salesperson’s time.

    Given this unfortunate reality, few investments will have the potential to translate faster into more sales than what gives your reps more time to sell.

    This webinar will break down the why and how of lost productivity for sales reps and provide useful and practical steps sales managers and reps can take to increase time spent on revenue-generating activities.

    Tom Paul

    CEO

    Tom has a corner office, but that's pretty much where the formality ends. As Pop Art's CEO, Tom leads by asking good questions, listening closely to his clients and team, and shaping the strategy and operating plan. 

    Tom was Chief Operating Officer at Pop Art from 2005 to 2015, forging the agency’s vision while guiding Pop Art to a variety of industry awards. The company proudly remains one of the “best places to work in Oregon" year after year, helping the company to attract and retain top talent in a highly competitive market. In 2015 Tom completed the purchase of a majority of the company’s stock to become its sole director and CEO. Since then, Tom has continued to lead the company in finding new ways to deliver innovation and impact to the market.

    In addition to earning his Bachelor's Degree from Portland State University, Tom is a graduate of the Stanford Executive Institute's New Venture Lab. Before joining Pop Art, Tom served his country in the US Army, having graduated from The Defense Language Institute at the Presidio of Monterey and Ft. Bragg’s John F. Kennedy Special Warfare Center and School. Born and raised in the Pacific Northwest, Tom lives in Portland, OR, with his wife and two sons. 

  • 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 Along With Your Whole Goods Sales Department

    You know that your whole goods sales department is your largest customer, and from avoiding overpriced used equipment to meeting short-term deadlines, they can also be the most demanding. Join this webinar and learn ways to knock down the silos and build a smooth working relationship.

    You know that your whole goods sales department is your largest customer, and from avoiding overpriced used equipment to meeting short-term deadlines, they can also be the most demanding. Join this webinar and learn ways to knock down the silos and build a smooth working relationship.

    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.

  • 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

    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.