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  • 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

  • Secrets to Legendary Service on the Job Site

    Recorded On: 12/29/2015

    Field service technicians often take on the role of company ambassadors. Field service technicians are responsible for professionally fixing the equipment and often fixing the relationship with your customers. Learn easy to apply techniques that result in more productive interactions and happier customers.

    Field service technicians often take on the role of company ambassadors. They can be the face of your company and are sometimes put in a difficult position to repair equipment with a customer who is frustrated and unhappy.

    Field service technicians are responsible for professionally fixing the equipment and often fixing the relationship with your customers. Learn easy to apply techniques that result in more productive interactions and happier customers.

    Barry Himmel

    Signature Worldwide

    Senior Vice President

    Signature Worldwide Business and Training Solutions

  • Self Study: ​Financial Management 101- Introduction to Business Finance

    A course designed to help you harness the power of accounting by teaching you the fundamental elements of accounting and business finance.

    Financial Management 101: Introduction to Business Finance for Non‐Financial Managers is a course designed to help you harness the power of accounting by teaching you the fundamental elements of accounting and business finance. This course will give you a foundational introduction to basic accounting and finance terms, practices, and methods. The course will also teach you how to read, interpret, and understand the three major financial statements a dealership uses to tell its story: the balance sheet, income statement, and cash flow statement.

    Upon completion of Financial Management 101, participants will be able to:

    • Interpret and comprehend the three major financial statements commonly employed by AED member companies: Balance Sheet, Income Statement, and Cash Flow Statement.

    •Understand the basic principles and processes of business accountancy and finance.

    •Use the Balance Sheet, Income Statement, and Cash Flow Statement to actively inform activity and productivity goals and measures to the extent appropriate to the your position within your distributorship.

    •Use the Balance Sheet, Income Statement, and Cash Flow Statement to form conclusions, ideas, and hypothesis about the financial state of the distributorship.

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.

  • Self Study: ​Financial Management 102- Ratio Analysis

    Introduction to Ratio Analysis for Non-Financial Managers

    Financial Management 102: Ratio Analysis for Non-Financial Managers is an online course designed to help you calculate and interpret the financial ratios most commonly used in the equipment distribution industry. Ratio Analysis enables you to spot industry trends and compare your company's performance with the average performance of similar distributorships in the heavy equipment industry.

    Financial Management 102 is a course for anyone in the distributorship who:

    • Has never experienced a formal introduction to ratio analysis

    • Needs a refresher course on ratio analysis because of a promotion or change in job responsibilities

    • Manages a department or team and is responsible for setting activity and productivity goals and metrics

    • Wants a deeper understanding of the path of the dollar through the dealership to ensure professional competency

    • Reads and interprets financial statements to make management decisions

    • Wants to establish a strong foundation of business acumen and core financial knowledge

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the Post-Course Assessment with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.

  • Self Study: Parts 101- Basics of Parts Management

    ​The purpose of this course is to provide new first-time managers with a foundation of the most important fundamentals that you will need to master on your way to becoming a truly Professional Parts Manager.

    The purpose of this course is to provide new first-time managers with a foundation of the most important fundamentals that you will need to master on your way to becoming a truly Professional Parts Manager.

    This course can also be useful for people with some managerial experience, especially if they have had no formal education in Parts management or if this is their first time managing in a Heavy Construction, Light Construction or Forklift dealership.

    There is an art to Management and there is a lot of room for individuals to develop their own style. But there is more science than art, and it is on this foundation of getting things done through other people that you will develop your skill.

    This course is divided into 8 modules which build on one another. When you finish you will have a good understanding of:

    1. How a dealership needs to be a Balanced Organization with the Parts Department as a vital part of that organization.
    2. Basic Financial Terminology use in the Parts Department, and how to use it in managing your performance
    3. The Sales aspects of your department and the role that Customer Satisfaction plays.
    4. How to get things done through effective Action Plans, Goals and Employee Coaching.

    Please Note:

    AED Foundation Online Courses are accessible through the Learning Management System for 30 days upon purchase of the course. Access to the course will be restricted after 30 days of active availability for all participants regardless of course progress. Additionally, access to course will be restricted upon successful completion of the assessments with a minimum score of 80% or upon exhaustion of all opportunities to complete the Post-Course Assessment with the required minimum score.