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  • Developing Your Exit Strategy

    Every business needs a succession plan. When the successor isn’t already identified, it’s incumbent upon company leadership to explore viable options for a change in ownership, which can be time consuming, disruptive to daily operations, and stressful. In this webinar you’ll learn best practices for a sound exit strategy, today’s M&A market conditions, and the landscape of potential buyers — which includes your own employee base.

    Every business needs a succession plan. When the successor isn't already identified, it's incumbent upon company leadership to explore viable options for a change in ownership, which can be time consuming, disruptive to daily operations, and stressful.

    Learning Objectives:

    -Learn best practices for a sound exit strategy

    -Understand today's M&A market conditions

    -Identifying the landscape of potential buyers, including your own employee base

    Who Should Attend?

    Owners, CFOs, COOs, Management Team

    Keith Butcher

    Managing Partner, ButcherJoseph & Co.,

    Prior to founding ButcherJoseph & Co., Keith served as Executive President of Purcell Tire & Rubber Co. and held a seat on the board of directors of the company. During his tenure, he successfully ran all day-to-day and strategic affairs for the company's large, diversified distribution and manufacturing business. Under his leadership, the company successfully managed through the Great Recession and completed several M&A transactions from 2008 through 2010.

    Keith joined Morgan Stanley & Co. in 2002, serving as an advisor to closely held businesses focused on middle market mergers and acquisition advisory services. Prior to that, Keith was an attorney with two noteworthy law firms practicing corporate tax, corporate law, mergers and acquisitions, and employee benefits law with a focus on ESOP transactions.

    Keith has represented corporations, private equity groups, national and regional banks, and leveraged buyout groups as an investment banker or attorney in more than 100 merger and acquisition transactions.

    Keith is also a founding partner at Mosaic Capital Partners, a private investment firm providing mezzanine debt and equity to middle market companies.

    Keith attended Bradley University where he earned a Bachelor's degree in International Business. Additionally, Keith earned a law degree from Wake Forest University.

  • Disciplining for Results

    Designed to help supervisors understand the elements needed to properly discipline employees to effect changes in their behavior - or to set the stage for a rightful termination.

    This webinar is designed to help supervisors understand the elements needed to properly discipline employees to effect changes in their behavior - or to set the stage for a rightful termination. Learning outcomes include:

    1. When to use discipline and when to use coaching
    2. Why '3 strikes and you're out' is not always the best approach
    3. How to address the 'problem employee'
    4. Tools to use instead of a traditional 'employee warning'
    5. Disciplining your key employees
    6. The elements of proper documentation and why it is critical
    If you are struggling to find a way to address difficult disciplinary issues, this presentation is for you.

    Karla Dobbeck

    President

    Human Resource Techniques, Inc.

  • 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

    Includes a Live Event on 07/18/2019 at 11:00 AM (EDT)

    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.