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  • SELF STUDY: PARTS 201- ADVANCED PARTS MANAGEMENT

    This program will elaborating on many familiar concepts and topics from the Basics of Parts Management course, as well as introducing many new best practices and information unique to the Advanced Program.

    This program will elaborating on many familiar concepts and topics from the Basics of Parts Management course, as well as introducing many new best practices and information unique to the Advanced Program.

    This course is divided into 7 modules which build on one another. It will focus understanding the importance of changing the current Parts processes and the resulting positive impact this will have on Parts department and total dealership productivity, effectiveness and profitability.

    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

  • Self Study: People Management 101- Own the Vision

    Recorded On: 07/29/2016

    Own the Vision

    This People Management module will focus on the importance and challenges of:

    1) Strategy Execution;

    2) Business Culture & Values;

    3) Accountability;

    4) Employee Engagement.

    It will also end with an introduction to a new High Performance Model that will connect all the pieces we have covered – strategy, organizational culture processes, accountability, employee engagement, and achieving results.

    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: People Management 102- Align Resources

    Aligning Resources for Success

    This People Management module will focus on the importance and challenges of aligning resources (time, money, and talent). We will specifically look at aligning:

    a) a People Strategy (the plan);

    b) key organizational culture processes (OCP's) that Inform, Teach, and Reinforce;

    c) individual and team behavior.

    There will also be a section that specifically looks at some critical 'legal' considerations.

    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: People Management 103- Champion Results

    This People Management module will focus on championing results.

    This People Management module will focus on championing results. We will focus on four key elements and the following learning objectives:

    1. Self-assessment and awareness
    2. Competency trends
    3. Creating a motivating workplace
    4. Practical techniques to champion results

    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: Rental 101- Introduction to Rental

    Recorded On: 07/29/2016

    This self paced course will help shape your vision and understanding of the rental industry and allow you to begin to review, challenge and improve your own rental department.

    The aim of this course is to equip the learners with a baseline of understanding how the rental industry has evolved over the last 50 years into a powerful delivery channel and the critical success factors necessary for a dealer to compete in this space.

    The penetration of rental machines into daily commercial construction and industrial projects continues to grow year over year. The largest rental companies in the industry are now international, and rental which once was considered a local mom and pop business has matured to the point that some of the leaders within the industry are publicly traded. This is a capital intensive business.

    These large rental companies are slowly eroding your local market share (machine population) unless you happen to be fortunate enough to have them buying your brand of machines. While this may seem like the ideal situation for a local equipment dealer, if the day comes that your brand falls out of favor, or becomes too expensive for them to own and operate, then your dealership will experience a significant loss in market share almost overnight.

    Market share is a strong indicator of future parts and service revenues which are the real profit centers for most dealerships. Dealers must work hard to maintain local market share and with rental fleets growing with competitive brands, it is impossible for the sales department to keep pace. Rental needs to be a foundational part of the strategic growth of the dealership and a means to grow market share.

    This self paced course will help shape your vision and understanding of the rental industry and allow you to begin to review, challenge and improve your own rental department.

    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: Rental 102- Intermediate Rental

    Recorded On: 08/01/2016

    ​The aim of this course is to equip the learners with a more detail understanding of the activities within a rental department that ultimately influence profitability. It begins with having the right people in the right positions, and having them properly trained and knowledgeable about the machines within the rental fleet.

    The aim of this course is to equip the learners with a more detail understanding of the activities within a rental department that ultimately influence profitability. It begins with having the right people in the right positions, and having them properly trained and knowledgeable about the machines within the rental fleet.

    Once the staffing is in place, then it is vitally important to get the right processes in place that will enable efficient work flow within the operation and allow maximum time utilization. The rental fleet must also have a strategic mix of machines that will be perceived by the customers as a consistent reliable source with enough options to solve most of their daily / weekly challenges.

    After the fleet has been identified then it is crucial to get the rental pricing correct. This should be a key strategy for the company as they try to position themselves into the local market. You will gain insight into the many considerations that go into establishing rental rates. One of the important policies that the company needs to consider is what to do about customers, insurance certificates and damage waiver. You will gain a detailed understanding of the key benefits of a well thought out Rental Protection Plan.

    In addition to the items mentioned above, it is vitally important to have a strategic process for marketing the company and attracting new customers. The learner will be exposed to a proven method of really identifying what the local market demand is for rental equipment and should be able to implement this strategy within their own company.

    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: Rental 103- Rental Management

    ​The aim of this course is to equip the learner with the knowledge and understanding that is required to begin working in the position of Rental Manager. This course will introduce you to a variety of Key Performance Indicators (KPI's) that will benefit you in monitoring your investment rather than just relying on rental revenues.

    The aim of this course is to equip the learner with the knowledge and understanding that is required to begin working in the position of Rental Manager. There are many dynamics to this job which require real understanding and focus to achieve any level of profitable results. At first glance it might appear that the Rental Manager primarily reacts to crisis situations throughout the day and as long as the conflict is resolved and the customer is happy, then it has been a successful day. In reality, rental management is much broader and more complex. Not only are people skills vitally important to the daily operations of the department, but business management skills combined with critical thinking are required to effectively manage an investment portfolio of machines.

    Because there are so many moving parts involved in rental activities, the Rental Manager must be constantly monitoring people, processes and the products that make up the rental fleet being offered to our customers.

    This course will introduce you to a variety of Key Performance Indicators (KPI's) that will benefit you in monitoring your investment rather than just relying on rental revenues. There are industry benchmarks that will be discussed to give you a broader awareness of how your fleet investment is performing compared to others in the same industry. Since the rental department is a profit center, the Rental Manager must not only have knowledge about the machines, the applications and the customers, but also develop a competency for managing to deliver profits to the enterprise.

  • Self Study: Sales 101- Developing Your Customer Focus

    Developing Your Customer Focus is a course designed to help you locate, impress, and retain a profitable customer base by teaching you the fundamental elements of marketing, sales and customer service.

    Did you know that it costs five times more money to market and recruit new customers than it does to retain your existing customers? Did you know that 68% of customers who leave a business leave because they feel as if they have been treated poorly? Many businesses pledge to provide the best in customer service in their slogans and policies, but what are these businesses doing to promote good service to their customers? As Ben Franklin notes, it's not what a company says it will do but rather what the company actually does. What are you doing to provide excellent service to your customers?

    Developing Your Customer Focus is a course designed to help you locate, impress, and retain a profitable customer base by teaching you the fundamental elements of marketing, sales and customer service. This course will give you a foundational introduction in marketing, the background for why there is a connection between customer loyalty and sales productivity, an overview of the behavioral skills that build strong customer relationships, and real-life best practices provided by your industry peers to help you put your new knowledge and skills into practice.

    As a manager, you have goals and expectations for yourself and for your team – and your executive team has goals and expectations for you. Understanding essential marketing, sales and customer service practices will help you to play a major role in the profitability of your dealership. The knowledge of best marketing practices along with the ability to retain customers through effective service practices will enable you to emerge as a valuable asset to your dealership, your branch, and your department.

    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: Sales Leadership 101 - Sales Leadership Skills

    This self-study course is designed for new and seasoned sales leaders. It covers vital areas that all sales leaders must embrace and master to elevate their skills, improve sales team productivity and motivate individual contributors to be better sales professionals.

    This self-study course is designed for new and seasoned sales leaders. It covers vital areas that all sales leaders must embrace and master to elevate their skills, improve sales team productivity and motivate individual contributors to be better sales professionals.

    This course introduces skills that transcend the nuts and bolts of sales management by focusing on creating a sales culture and ecosystem that produces long term revenue and profitability. It will create an inspiring mindset that drives positive behaviors and sets the sales leader up for long-term success.

    Content includes:

    • Establishing presence
    • Salesforce onboarding
    • Active and passive recruiting
    • Being the bridge between the sales team and management
    • Forecasting
    • Creating sales & revenue reports
    • Evaluating and modifying the sales process
  • Self Study: Sales Leadership 102 - Coaching Not Telling

    This self-study course is an exciting learning experience designed for sales leaders and all people managers. It creates a new perspective on coaching that makes it a part of every conversation and interaction.

    This self-study course is an exciting learning experience designed for sales leaders and all people managers. It creates a new perspective on coaching that makes it a part of every conversation and interaction.

    Every conversation is a coaching moment. There is a difference between encouraging someone’s performance and behavior and telling someone to do something to achieve a desired result.

    When you can help someone by coaching, do you respond by telling them or coaching them? Coaching is a selling skill and great coaches take their sales teams to new and exciting levels of performance. This course introduces the skills and traits of how to be an effective and successful coach to your team.

    Content includes:

    • Coaching vs. telling vs. mentoring
    • Setting the stage for successful coaching
    • Self esteem and coaching for the future
    • Validating for mutual understanding, responsibility, and desired outcomes
    • Creating opportunities for success & handling objections
    • Creating a call to action and plan to ensure accountability
    • Recognition