2015 - 2018 Webinars

This package includes all recorded webinars from 2015 - 2018.

  • 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

    Senior Vice President

    Barry Himmel is dynamic presenter with over 20 years’ experience supporting the equipment industry. Barry and Signature have developed and delivered a wide range of programs designed to enhance the customer experience and generate additional revenues for the dealership. His interactive sessions help participants understand how important delivering exceptional service can be to their reputation, bottom line, retention, and customer service standards.

     Barry has published numerous articles in equipment and rental trade journals focusing on customer service and sales skills. He has a bachelor’s degree from Miami University and MBA from the University of Dayton.

  • 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

    Senior Vice President

    Barry Himmel is dynamic presenter with over 20 years’ experience supporting the equipment industry. Barry and Signature have developed and delivered a wide range of programs designed to enhance the customer experience and generate additional revenues for the dealership. His interactive sessions help participants understand how important delivering exceptional service can be to their reputation, bottom line, retention, and customer service standards.

     Barry has published numerous articles in equipment and rental trade journals focusing on customer service and sales skills. He has a bachelor’s degree from Miami University and MBA from the University of Dayton.

  • How to Build a True Team within your Dealership

    In this webinar we will examine some frequent causes for the silo effect, suggested solutions to address it, and then take the next step to build a dealership team working together towards a common goal.

    Every organization has some amount of "silo effect." But some have way more than necessary. It hurts productivity, increases employee turnover, is way to visible to customers, and stalls profitable growth. In this webinar we will examine some frequent causes for the silo effect, suggested solutions to address it, and then take the next step to build a dealership team working together towards a common goal.

    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.

  • Are You Truly Wowing Your Customers?

    Recorded On: 10/18/2017

    One of the breakdowns in the delivery process that frequently occurs, is the lack of attention, training, and continued contact & marketing immediately after a piece of equipment is delivered. Your delivery process should include operator/technician training, an introduction of who and how to do business with parts & service, and wow the customer so much that their purchase decision is solidly confirmed by your Delivery Process. We will get you there with this webinar.

    OK I bought this machine. Now what? Don't leave your customers hanging. Your delivery process should include operator/technician training, an introduction of who and how to do business with parts & service, and it should wow the customer so much that they are confident and comfortable that they made the right decision. This webinar will get you there.

    At the end of this webinar you will be able to:

    • 1.Evaluate your delivery process through your customer's eyes.
    • 2.Get buy in from everyone in the dealership.
    • 3.Make your delivery process a WOW for your customers.

    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.

  • Developing Your Exit Strategy

    Every business needs a succession plan. When the successor isn’t already identified, it’s incumbent upon company leadership to explore viable options for a change in ownership, which can be time consuming, disruptive to daily operations, and stressful. In this webinar you’ll learn best practices for a sound exit strategy, today’s M&A market conditions, and the landscape of potential buyers — which includes your own employee base.

    Every business needs a succession plan. When the successor isn't already identified, it's incumbent upon company leadership to explore viable options for a change in ownership, which can be time consuming, disruptive to daily operations, and stressful.

    Learning Objectives:

    -Learn best practices for a sound exit strategy

    -Understand today's M&A market conditions

    -Identifying the landscape of potential buyers, including your own employee base

    Who Should Attend?

    Owners, CFOs, COOs, Management Team

    Keith Butcher

    Managing Partner, ButcherJoseph & Co.,

    Prior to founding ButcherJoseph & Co., Keith served as Executive President of Purcell Tire & Rubber Co. and held a seat on the board of directors of the company. During his tenure, he successfully ran all day-to-day and strategic affairs for the company's large, diversified distribution and manufacturing business. Under his leadership, the company successfully managed through the Great Recession and completed several M&A transactions from 2008 through 2010.

    Keith joined Morgan Stanley & Co. in 2002, serving as an advisor to closely held businesses focused on middle market mergers and acquisition advisory services. Prior to that, Keith was an attorney with two noteworthy law firms practicing corporate tax, corporate law, mergers and acquisitions, and employee benefits law with a focus on ESOP transactions.

    Keith has represented corporations, private equity groups, national and regional banks, and leveraged buyout groups as an investment banker or attorney in more than 100 merger and acquisition transactions.

    Keith is also a founding partner at Mosaic Capital Partners, a private investment firm providing mezzanine debt and equity to middle market companies.

    Keith attended Bradley University where he earned a Bachelor's degree in International Business. Additionally, Keith earned a law degree from Wake Forest University.

  • Why Do We Sometimes SEE Things So Differently – Understanding & Maximizing Team Dynamics

    Recorded On: 04/14/2016

    High performing teams and organizations effectively understand and handle different viewpoints and opinions. They minimize situations where: a) no decisions are reached – just agreement to disagree; b) energy is diverted from higher priorities; and c) morale issues and division are created. Help create a team environment where “to be right does not mean the other person was wrong”.

    High performing teams and organizations effectively understand and handle different viewpoints and opinions. They minimize situations where: a) no decisions are reached – just agreement to disagree; b) energy is diverted from higher priorities; and c) morale issues and division are created. Help create a team environment where “to be right does not mean the other person was wrong”.

    Brian Gareau

    President

    Brian Gareau has worked as a leader in a a global Fortune 50 corporation. He is the co-inventor of Caterpillar's patent-pending Cultural Assessment Process (CAP) and was actively involved in the redesign of their global Employee Opinion Survey (EOS) process and the launch of their Corporate Values. The design and execution of Caterpillar's Employee Engagement strategy was also part of Brian Gareau's doing.

    Currently, Brian Gareau serves as a Senior Fellow, Human Capital at The Conference Board. In this role, he supports The Conference Board's Human Capital Practice which includes The Conference Board Human Capital Exchange™, research, conferences, webcasts and programs in a broad spectrum of human capital areas. During his career he spent time in Manufacturing, Corporate Public Affairs, Parts & Service Sales, Logistics, and HR

  • Two Birds: One Stone

    This session will equip you with some practical and tactical solutions ('stones') for those persistent and pesky problems ('birds').

    Some researchers are forecasting a 10 to 15 year labor shortage in the U.S. Workplace differentiation will be even more critical in the future in finding, hiring, and keeping a talented workforce. Create a competitive talent advantage by increasing employee engagement (commitment, effort, loyalty) and inclusion. This session will equip you with some practical and tactical solutions ('stones') for those persistent and pesky problems ('birds'). Please join us for “Two Birds – One Stone”.

    Brian Gareau

    President

    Brian Gareau has worked as a leader in a a global Fortune 50 corporation. He is the co-inventor of Caterpillar's patent-pending Cultural Assessment Process (CAP) and was actively involved in the redesign of their global Employee Opinion Survey (EOS) process and the launch of their Corporate Values. The design and execution of Caterpillar's Employee Engagement strategy was also part of Brian Gareau's doing.

    Currently, Brian Gareau serves as a Senior Fellow, Human Capital at The Conference Board. In this role, he supports The Conference Board's Human Capital Practice which includes The Conference Board Human Capital Exchange™, research, conferences, webcasts and programs in a broad spectrum of human capital areas. During his career he spent time in Manufacturing, Corporate Public Affairs, Parts & Service Sales, Logistics, and HR

  • Online Marketing - Where’s It Going; How To Win

    Building a simple website and tweeting a few times does not constitute a good online strategy. Today online marketing is traditional marketing, strategy is more important than ever, and developing a solid comprehensive plan is the way forward. But where is it all going? When does marketing revolution become evolution? This session will explore where we are now, what’s coming next, and how to prepare your company to compete in 2015 and beyond. You’ll learn what content prospects and customers want, how to measure success, and how to get started.

    Building a simple website and tweeting a few times does not constitute a good online strategy. Today online marketing is traditional marketing, strategy is more important than ever, and developing a solid comprehensive plan is the way forward. But where is it all going? When does marketing revolution become evolution? This session will explore where we are now, what's coming next, and how to prepare your company to compete in 2016 and beyond. You'll learn what content prospects and customers want, how to measure success, and how to get started.

  • 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.