2015, 2016, 2017 & 2018 Webinars

Package of all recorded webinars 2015-2017 and live 2018 webinars

  • 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.

  • Beyond Satisfaction Surveys

    Recorded On: 11/05/2015

    Learn how to use both employee and customer surveys to obtain feedback to drive the process and achieve results.

    Improving the complete customer experience requires much more than surveys. This webinar will break down improvement into three key components: data collection and feedback, analysis and reporting with metrics, and professional development for customer facing staff. Presenter will review how to use both employee and customer surveys to obtain feedback to drive the process and achieve results.

  • Modernizing Your Marketing Strategy - 5 Steps to Get Started in 2018

    Recorded On: 02/15/2018

    Dealers and distributors relying primarily on old-school marketing tactics risk missing opportunities and losing market share to more tech-savvy, aggressive competitors. Adopting a well-balanced digital marketing and sales strategy is an important part of your overall modernization and future success. This presentation will reveal 5 steps you can take tomorrow to get started with proven strategies to improve your opportunity pipeline and grow market share.

    Dealers and distributors relying primarily on old-school marketing tactics risk missing opportunities and losing market share to more tech-savvy, aggressive competitors. Adopting a well-balanced digital marketing and sales strategy is an important part of your overall modernization and future success. This presentation will reveal 5 steps you can take tomorrow to get started with proven strategies to improve your opportunity pipeline and grow market share.

    Brian Shanahan

    President

    Brian Shanahan is President of Shanahan Strategy, Inc., a marketing and web development agency based in San Mateo, California. With over 20 years' experience, Shanahan Strategy helps manufacturers, distributors, and dealers evaluate and set strategic plans to grow sales. Services include growth strategy, lead generation, web development, content marketing, and consulting.

  • 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.

  • 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.

  • 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.

  • Troubleshoot & Coach Sales Performance

    Sales managers think that their job is about hiring, firing, and counting numbers. That’s not true. The most critical skill of sales management is the ability to coach and troubleshoot performance issues with sales reps. This webinar will teach you how to continually develop your sales reps to perform at higher and higher levels.

    Sales managers think that their job is about hiring, firing, and counting numbers. That’s not true. The most critical skill of sales management is the ability to coach and troubleshoot performance issues with sales reps. This webinar will teach you how to continually develop your sales reps to perform at higher and higher levels. Content also includes:

    • Quantitative vs. qualitative analysis; how to spot the problem (or the opportunity)
    • The effective coaching call; setting the stage and the right in-call behaviors
    • The one thing you MUST do to coach effectively (and it might be the hardest thing for you to do)
    • Effecting behavioral change by persuading your salespeople
    • Why your top salespeople should be coached at least as much as your bottom salespeople

    Troy Harrison

    Principal

    As of 2017, Troy Harrison has trained salespeople from 23 different countries on two different continents.  He’s worked with principals of companies in the United States, Canada, Europe, and the Middle East. That’s why they call him the “Sales Navigator” – he navigates the globe teaching the very best and most contemporary techniques for selling and sales management to clients worldwide.

    His work is based on more than 25 years of excelling as an award-winning sales rep, a champion sales manager, and an in-demand speaker, trainer, and consultant working from coast to coast. He believes that successful selling is built on a foundation of strong focus on customer needs, respect for customers’ intelligence, and a willingness to create positive outcomes for everyone the salesperson encounters. Thousands of professionals worldwide have read and benefited from his books, “Sell Like You Mean It!” (an Axiom Business Book of the Year nominee) and “The Pocket Sales Manager,” and hundreds of thousands of people across multiple industries read his monthly articles in 20 different trade magazines.

  • 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.

  • Dealership of the Future

    The digital transformation in equipment dealerships is well underway. How does your business stack up? This informative webinar will review what the “digital transformation” is, why it’s important, and its impact on your dealership. Learn how it affects your engagement with customers, how you can make your processes smarter, and how to transform the products and services you offer using digital content.

    The digital transformation in equipment dealerships is well underway. How does your business stack up? This informative webinar will review what the “digital transformation” is, why it’s important, and its impact on your dealership. Learn how it affects your engagement with customers, how you can make your processes smarter, and how to transform the products and services you offer using digital content.

    Shriram Rajogopal

    VP of Product Management

    Shriram Rajagopal (Shri) has been with e-Emphasys since the company's inception. He is currently the Vice President of Product Management at e-Emphasys Technologies, Inc. In this role, Shri is responsible for creating, communicating and executing strategic initiatives around product innovation. Shri has led e-Emphasys' product vision, strategy and product design functions. With his intimate understanding of customer needs and pain points, as well as technology and industry trends, Shri has played a key role in driving the positioning of e-Emphasys as a technology pioneer in the equipment distributor and rental market.

  • Keys to Effective Communication

    The importance of communication is paramount in the workplace as we engage customers and co-workers. Communication styles vary. Some people are task minded and others are people focused. Both styles can be effective. In this webinar, participants will learn various forms of communication including in-person, phone, email, social media and non-verbal. Both listening skills and questioning skills will be discussed.

    The importance of communication is paramount in the workplace as we engage customers and co-workers.  Communication styles vary.  Some people are task minded and others are people focused.  Both styles can be effective.  In this webinar, participants will learn various forms of communication including in-person, phone, email, social media and non-verbal. Both listening skills and questioning skills will be discussed.

    Jill Berg

    Owner/President

    Jill Berg is the Owner/President of Spherion in North Dakota, South Dakota and West-Central, MN.  Spherion, a recruiting and staffing leader, supplies temporary, temp-to-hire, permanent placement and outsourced personnel to client companies.

    She has received numerous recognition awards for both operational and sales excellence from Spherion Corporation including the 2015 Franchise Owner of the Year and the Special Achievement Award in 2016.

    Jill is Past President of the national Spherion Franchise Advisory Board and has served numerous terms as a Regional Director.  She is an active member of the Chamber of Commerce of Fargo-Moorhead having served on and chaired the Business Training Committee for over 17 years.  Jill participates in the Agassiz Valley Human Resource Association, Lakes Country Human Resource Association and SHRM.   She is a member and Past President of Fargo West Rotary and serves on the American Red Cross Board. Jill belongs to the Paradigm Group, a CEO Roundtable exchange between area business leaders and CEO Solutions, a “Traction” focused strategy group.

    In addition to her recruiting and staffing expertise, Jill consults and trains with clients on workforce development and human resource strategies across the country. Jill has a B.A. in General Studies with an Emphasis in Psychology and English from Ambassador University in Pasadena, California.  Jill delivers over 25 years of business entrepreneurship, staff development, sales and financial business management.