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  • 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.

  • Strategic Dealership Branding

    Includes a Live Event on 06/20/2019 at 11:00 AM (EDT)

    Most dealers spend their marketing dollars tactically to create short term tangible results. Learn why your dealership should also have a strategic marketing program to build long term, intangible brand equity and awareness.

    Most dealers spend their marketing dollars tactically to create short term tangible results. Learn why your dealership should also have a strategic marketing program to build long term, intangible brand equity and awareness.

    Jeremy Balog

    Founder & CEO

  • 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
  • Ten Steps to Effective Succession Planning

    A sound dealership succession plan addresses a long list of issues, including retirement income, transferring wealth to the dealer's heirs, transferring ownership, dealing with the income and estate tax consequences associated with an ownership transfer, and addressing other issues key to the ongoing success of the business; not the least of which (and often forgotten) is transitioning management. This webinar will help you address the important considerations and issues in an effective succession plan.

    A sound dealership succession plan addresses a long list of issues, including retirement income, transferring wealth to the dealer's heirs, transferring ownership, dealing with the income and estate tax consequences associated with an ownership transfer, and addressing other issues key to the ongoing success of the business; not the least of which (and often forgotten) is transitioning management. This webinar will help you address the important considerations and issues in an effective succession plan.

    Rex Collins

    Principal

    Rex is a Principal of HBK CPAs & Consultants and directs the firm's Dealership Group. He has worked extensively in the dealership industry since 1984 as a department manager, a general manager and an owner, as well as providing tax, accounting and operational consulting services exclusively to dealers as an independent CPA.

    This experience includes working closely with hundreds of dealers from coast-to-coast since 1987 on creative tax planning and financial statements issues. He provides clients with a wide range of transaction work services, and consults for them in specialty areas such as operations, government regulatory compliance, valuations and M&A feasibility studies.

  • The 10 Key Metrics for Your Rental Business: Are You Maximizing Your Results?

    This webinar will focus on the key numbers and financial concepts that drive success in the rent to rent business. These include utilization, washout analysis, rental multiple, expense ratios, and book value vs. depreciation for your rental fleet. You'll be challenged to better manage your rental business by developing and tracking key performance metrics.

    This webinar will focus on the key numbers and financial concepts that drive success in the rent to rent business. These include utilization, washout analysis, rental multiple, expense ratios, and book value vs. depreciation for your rental fleet. You'll be challenged to better manage your rental business by developing and tracking key performance metrics.

    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.

  • The Art of the Deal: Buying, Selling & Valuing Your Equipment Dealership in Today’s Market

    ​In today's market, dealership professionals must know the specific value, worth and growth potential of their business for strategic planning for the future.

    In today's market, dealership professionals must know the specific value, worth and growth potential of their business for strategic planning for the future. This webinar will discuss how deals are actually put together and how value is determined in the real world by referencing recent transactions/negotiations.

    Rex Collins

    Principal

    Rex is a Principal of HBK CPAs & Consultants and directs the firm's Dealership Group. He has worked extensively in the dealership industry since 1984 as a department manager, a general manager and an owner, as well as providing tax, accounting and operational consulting services exclusively to dealers as an independent CPA.

    This experience includes working closely with hundreds of dealers from coast-to-coast since 1987 on creative tax planning and financial statements issues. He provides clients with a wide range of transaction work services, and consults for them in specialty areas such as operations, government regulatory compliance, valuations and M&A feasibility studies.

  • The Maintenance of Maintaining your Rental Fleet

    Recorded On: 09/10/2015

    Learn how to set up processes that will facilitate better turnover in your service department.

    Maintaining a rental fleet is more than creating a work order and moving the equipment through the shop whenever you get around to it. You will learn how to set up processes that will facilitate better turnover in your service department.

  • The Supreme Court’s Wayfair Decision: What it Means for Your Dealership

    Includes a Live Event on 03/20/2019 at 11:00 AM (EDT)

    Last summer, the US Supreme Court issued its decision in the South Dakota v. Wayfair case, permitting states to require out-of-state/on-line sellers to collect state sales taxes. This webinar will discuss the broad implications of the ruling and what dealers need to know to ensure compliance.

    Last summer, the US Supreme Court issued its decision in the South Dakota v. Wayfair case, permitting states to require out-of-state/on-line sellers to collect state sales taxes. This webinar will discuss the broad implications of the ruling and what dealers need to know to ensure compliance.