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  • Self Study: Service 101- Basics of Service Management

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

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

    This course can also be useful for people with some managerial experience, especially if they have had no formal education in service 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 10 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 Service Department as a vital part of that organization
    2. Basic Financial Terminology use in the Service Department, and how to use it in managing your performance
    3. The concepts of Wage Multiple and Shop Productivity, and how these affect your profitability and ability to attract and retain good technicians
    4. The Sales aspect of your department and the role that Customer Satisfaction plays
    5. 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 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: Service 201- Advanced Service Management

    Recorded On: 05/23/2017

    This course will help you understand the importance of changing the current service processes and the resulting positive impact this will have on service department and total dealership productivity, effectiveness and profitability.

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

    At the end of the course you will understand the importance of changing the current service processes and the resulting positive impact this will have on service department and total dealership productivity, effectiveness and profitability.

    More specifically, you will:
    1. Understand the technician time management and the fundamental formula for service gross profit.
    2. Understand service department operations so as to improve technician time management, increase service sales, improve quality, streamline processes and generate net pro¬fit that exceeds 25%, which is the highest for the dealership. 
    3. Understand how to increase productivity and how to affect KPIs such as billing efficiency, work in process and expense control by category.
    4. Understand in-depth, the service customer relations process and how the entire Service staff must focus on the execution of process and skills of communication, follow-up, motivation and reward.
    5. Understand the importance of empowering service department employees and coaching them to maintain all of the key processes.
    6. Understand basic principles of teamwork, partnership, and consultative selling to deliver solid customer retention.

    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.


  • Selling Rental: More involved than you think

    Recorded On: 12/03/2015

    In this webinar,you will learn strategies for getting a laser focus on the rental market.

    Equipment dealers involved in rental today often treat the marketing and promotion efforts with lackluster efforts. To make money in rental you need CONSISTENT fleet utilization. In this webinar, you will learn strategies for getting a laser focus on the rental market.

    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.

  • Service Manager Certification Exam

    AED Foundation Certified Service Manager exam

    AED Foundation Certified Service Manager exam

  • Setting Rental Rates – Science or Art?

    Tips on how to set rental rates for your dealership.

    For years dealers entering the rental business have been searching for the magic formula for setting rental rates. Shouldn't it be 5% of the dealer net? Does the customer really care what you paid for the machine? What is the ratio for daily rates to weekly rates? Isn't (4) weeks the same as a monthly rate? How do I know if I am getting a good rate on my machine? These are just a few of the prevailing questions that will be answered during our webinar. Getting the pricing right is critical to your success in rental.

    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.

  • Setting Up Your Business With Social Media Assets

    Recorded On: 03/10/2016

    Will cover how you how to get started and how to maintain an impactful program to give your business exposure while connecting with prospects and customers.

    It's not a question of whether your business should engage in social media but rather a matter of how well you do it. And “doing it” has a lot less to do with the occasional posts and tweets that we're accustomed to in our personal engagement with social media. Today, search and social have converged. Social media, just like other digital marketing tactics must be part of a holistic plan in order to work well for a business.

    This webinar will explore:

    1. How social media plays a part in a successful digital marketing plan
    2. How technology and the availability of information have turned the industrial buying process on it's head and how to regain lost influence
    3. How to gain a deep understanding of target customer needs which allows you to better position content that meets their needs and places you on the short list
    4. Social media is a conduit to website visits: Is your house in order?
    5. Questions to consider when choosing social media platforms
    6. Creating content – think once, repurpose often.
    7. Social media advertising – the reality of social media exposure for businesses
    8. Where to start.

    The session will include a series of questions for participants to complete throughout the webinar. Through this exercise the participants will gain an understanding of where their organization should focus as they move forward with their social and digital marketing efforts.

    Eddie Bluff

    vice president of key accounts and co-founder of Site-Seeker

    Eddie brings more than 20 years of experience in sales, account development, business process development, marketing, and service management to the company. He earned his bachelor's in political science from the State University of New York at Buffalo, and worked for more than 15 years as a manager of sales and marketing at PAR Technology Corporation before joining the Thomas Industrial Network. At Thomas, he signed the largest ever first-year contract in the history of Thomas Register with a sale in excess of $143,000, and he placed 16th out of 480 individual sales contractors in North America.

    As the vice president at Site-Seeker, Eddie travels the country conducting seminars and workshops focused on bringing clarity to the internet marketing industry. When he's not on the road, he is responsible for developing relationships with key accounts, partnerships and co-management of the firm.

  • Six regimens that are VITAL for Construction Equipment Sales Professionals

    Doing the disciplines of sales professionals by establishing them as regimens will assure sustainable sales health.

    Doing the disciplines of sales professionals by establishing them as regimens will assure sustainable sales health. Regimens are more than just short-term goals or reluctant commitments to higher expectations or quotas – they are a “way of LIFE"!

    The word 'regimen' is derived from the Latin word regere; meaning 'to rule.' If a sales professional will do these six regimens religiously – they will rule their career, territory, and market.

    REGIMEN 1 – Reporting Actions – week/month ahead planning & call reporting

    REGIMEN 2 – Prospecting New or Penetrating Existing Accounts

    REGIMEN 3 – Evaluation of Territory/Accounts – periodic and ongoing A-Z evaluation

    REGIMEN 4 - Evaluation of Territory/Accounts – list, group, and prioritize accounts

    REGIMEN 5 - Formal Account Strategic Planning

    REGIMEN 6 - Pre-Call Tactical Planning

    As a Sales Professional, individually defining, owning, and executing these regimens will perpetuate long-term success and results in your selling! Each regimen will be discussed providing direction and tools. Following this webinar each participant will complete a worksheet documenting the specifics of their personal regimen prescription, including details of specific actions and intervals (per day, week, or other period). Each individual will base his/her regimens on their unique territory, responsibilities, goals, and corporate expectations. Writing out a 'do-able' prescription for each regimen will assure implementation and sustainability of the actions. Salespeople will be encouraged to meet and agree on coaching and accountability with their sales manager.

    WHO should attend: Territory sales people, account managers, product managers, and all outside or territory sales professionals. Especially valuable for sales managers, branch managers, and any sales leaders who manage a team of Sales Professionals.

    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.

  • Supercharge your 2017 AED Summit & CONDEX!

    Join AED for this informative webinar to see what is new and improved for the upcoming AED Summit.

    Join AED for this informative webinar to see what is new and improved for the upcoming AED Summit. We have listened to your feedback and made changes to AED Summit and CONDEX to make the 98th year better than ever before.

    We have developed programs for you to provide more value that include:

    1. Becoming an MVP (Most Valued Participant)
    2. Exhibiting with us for the 1st time
    3. Spotlighting your new product and service in the showcase
    4. Branding beyond CONDEX
    5. Plus… an app for your lead generation needs!

    The 2017 AED Summit and CONDEX from January 10th to 13th will be a new approach to a historic event back to where it all began in Chicago in 1920. If you think you know AED Summit and CONDEX, do yourself a favor and take a few minutes to join us to see what is new. You won't be disappointed.

    Don't miss the only event in the industry that can provide you the undivided attention of over 500 dealer attendees representing over $13 billion in annual sales, over 32,000 employees, and over 1,200 locations

    .

    Jon Cruthers

    VP of Sales

    Associated Equipment Distributors

  • Taking the Heavy Out of Heavy-Haul

    Recorded On: 05/21/2018

    This webinar will discuss the transformation of the heavy-haul transportation industry and the positive effects that emerging transportation software can have for equipment distributors. It will also explore the challenges, inefficiencies, and hidden costs in equipment transport, best practices and ways to mitigate risk, transport technology trends, and a vision for the future of transportation.

    This webinar will discuss the transformation of the heavy-haul transportation industry and the positive effects that emerging transportation software can have for equipment distributors. It will also explore the challenges, inefficiencies, and hidden costs in equipment transport, best practices and ways to mitigate risk, transport technology trends, and a vision for the future of transportation.

    Jeff Cox, Jr.

    CEO

    Jeff Cox Jr. is the Founder and CEO of VeriTread. A seasoned transportation professional with a third-generation heavy equipment legacy, Jeff started an asset-based heavy-haul company in 2004. It quickly established itself as the most innovative company in heavy-haul transport. Jeff founded VeriTread in 2012 as an opportunity to combine his two passions – heavy-haul and high technology. He has successfully operated as an asset-based carrier, a nationwide 3PL provider, and an International Freight Forwarder. He has experienced first-hand the daily challenges that shippers and transportation professionals are forced to overcome. In nearly a decade in every aspect of heavy-haul, Jeff has mastered the art of moving machinery. He has, in fact, turned it from an art to a science.

  • Taxes and Your Rental Business

    Recorded On: 08/18/2016

    Understanding Tax and Accounting Changes that may effecting your Rental Business


    Heavy Equipment Dealers are boosting profits by expanding their rental operations, but they need to keep an eye on tax and accounting changes that can significantly impact their rental business.

    PwC's David Fowler and Accruit's Stephen Doherty have helped over 100 AED members enhance profitability from their rental operations through proven tax strategies.


    Webinar Learning Objectives:

    1. Better manage tax treatment of dealer rental activities including identifying important "dual use property" considerations
    2. Understand how to utilize single like-kind exchanges (LKE) or a repetitive LKE program to maximize cash flow from your rental operations
    3. Learn new, required lease accounting rules enacted in February of 2016 that may impact your financial statements and your customers' rent vs. buy decision