2015 - 2019 Webinars

This package includes all recorded webinars from 2015 - 2018 as well as access to live webinars presented in 2019.

  • Automated Asset Utilization & Tracking

    Tracking turnaround time is a key metric in the equipment rental business. Learn how to maximize asset utilization by focusing on all of the steps that make up the process of returning a piece of equipment to its rentable state through the use of asset tracking. Uncover costly delays that could lead to lost rental days for bringing a piece of equipment from the minute it is returned to the point where it is back on the line and ready to rent.

    Tracking turnaround time is a key metric in the equipment rental business. Learn how to maximize asset utilization by focusing on all of the steps that make up the process of returning a piece of equipment to its rentable state through the use of asset tracking. Uncover costly delays that could lead to lost rental days for bringing a piece of equipment from the minute it is returned to the point where it is back on the line and ready to rent.

    Kerry Brock

    Vice President

    Kerry Brock is an entrepreneurial sales and marketing strategist with a 20-year record of demonstrated success driving sales growth while providing award-winning leadership in highly competitive markets. Her industry experience includes technology, hospitality, telecommunications, and e-Commerce organizations. Prior to joining GuardRFID, she was the CRO at IQware, a privately‐held, SaaS software company, responsible for sales, marketing & implementation. Kerry previously worked as the Senior Vice President of Sales & Marketing at RSI Systems International where she led the company through a period of outstanding growth. She has held various other sales leadership roles with start-ups and large multi-national corporations. Kerry holds an MBA from the Simon Fraser University, and a BA from Bishop’s University. She volunteers as an MBA student mentor at SFU and as a business coach.

  • From "No Pay Time" to "Pay Time" - Practical Tips to Increase Selling Time for Your Reps

    Sales people spend a lot of time NOT selling. They are bogged down in activities like IT system management, dealing with company policies, struggling with duplicate data entry, and administrative time in general, which collectively take up between half and two-thirds of the average salesperson’s time. Given this unfortunate reality, few investments will have the potential to translate faster into more sales than what gives your reps more time to sell. This webinar will break down the why and how of lost productivity for sales reps and provide useful and practical steps sales managers and reps can take to increase time spent on revenue-generating activities.

    Sales people spend a lot of time NOT selling. They are bogged down in activities like IT system management, dealing with company policies, struggling with duplicate data entry, and administrative time in general, which collectively take up between half and two-thirds of the average salesperson’s time.

    Given this unfortunate reality, few investments will have the potential to translate faster into more sales than what gives your reps more time to sell.

    This webinar will break down the why and how of lost productivity for sales reps and provide useful and practical steps sales managers and reps can take to increase time spent on revenue-generating activities.

    Tom Paul

    CEO

    Tom has a corner office, but that's pretty much where the formality ends. As Pop Art's CEO, Tom leads by asking good questions, listening closely to his clients and team, and shaping the strategy and operating plan. 

    Tom was Chief Operating Officer at Pop Art from 2005 to 2015, forging the agency’s vision while guiding Pop Art to a variety of industry awards. The company proudly remains one of the “best places to work in Oregon" year after year, helping the company to attract and retain top talent in a highly competitive market. In 2015 Tom completed the purchase of a majority of the company’s stock to become its sole director and CEO. Since then, Tom has continued to lead the company in finding new ways to deliver innovation and impact to the market.

    In addition to earning his Bachelor's Degree from Portland State University, Tom is a graduate of the Stanford Executive Institute's New Venture Lab. Before joining Pop Art, Tom served his country in the US Army, having graduated from The Defense Language Institute at the Presidio of Monterey and Ft. Bragg’s John F. Kennedy Special Warfare Center and School. Born and raised in the Pacific Northwest, Tom lives in Portland, OR, with his wife and two sons. 

  • Advanced Sales Management: How to Engage Your Salespeople for Maximum Performance

    The #1 skill of mid-level or advanced sales managers is helping their salespeople perform at their maximum level. It’s called the science of ENGAGEMENT. “Engaged” means that they are passionate about their jobs and give a full effort, week in and week out, without management intervention. Unfortunately, surveys show that 70% of salespeople are “Disengaged,” meaning that they’re just going through the motions. The good news is that “Engagement” can be controlled and influenced by proper management and onboarding techniques, and this program will teach attendees how to begin engaging their salespeople on the first day of employment, and re-engage them as necessary throughout their employment tenure.

    The #1 skill of mid-level or advanced sales managers is helping their salespeople perform at their maximum level. It’s called the science of ENGAGEMENT. “Engaged” means that they are passionate about their jobs and give a full effort, week in and week out, without management intervention. Unfortunately, surveys show that 70% of salespeople are “Disengaged,” meaning that they’re just going through the motions. The good news is that “Engagement” can be controlled and influenced by proper management and onboarding techniques, and this program will teach attendees how to begin engaging their salespeople on the first day of employment, and re-engage them as necessary throughout their employment tenure.

    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.

  • 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

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

    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. 

    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.

  • Getting Along With Your Whole Goods Sales Department

    Includes a Live Event on 07/18/2019 at 11:00 AM (EDT)

    You know that your whole goods sales department is your largest customer, and from avoiding overpriced used equipment to meeting short-term deadlines, they can also be the most demanding. Join this webinar and learn ways to knock down the silos and build a smooth working relationship.

    You know that your whole goods sales department is your largest customer, and from avoiding overpriced used equipment to meeting short-term deadlines, they can also be the most demanding. Join this webinar and learn ways to knock down the silos and build a smooth working relationship.

    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.

  • Best Practices to Become a Data-Driven Organization

    Includes a Live Event on 08/15/2019 at 11:00 AM (EDT)

    Newsflash: static Excel spreadsheets pulled from an ERP system aren't business intelligence (BI). Pulling live data from multiple sources and building dynamic analyses is. And that’s just the beginning. But to get from Point A to Point B isn’t something that happens overnight. Think evolution over revolution. This webinar will guide dealers through the steps of an increasingly advanced business intelligence strategy, starting from the pre-analytical seeds of BI and ending at the full-blown data-driven powerhouse.

    Newsflash: static Excel spreadsheets pulled from an ERP system aren't business intelligence (BI). Pulling live data from multiple sources and building dynamic analyses is. And that’s just the beginning. But to get from Point A to Point B isn’t something that happens overnight. Think evolution over revolution. This webinar will guide dealers through the steps of an increasingly advanced business intelligence strategy, starting from the pre-analytical seeds of BI and ending at the full-blown data-driven powerhouse.

    Mark Sullivan

    Practice Manager

    Mark Sullivan is a software executive who partners with business owners, CEOs and leadership teams to align corporate initiatives and processes with information technology. Mark joined TARGIT in 2012, after nearly 20 years at some of the largest publicly traded software firms in the world. Today, he focuses on helping leaders in the heavy equipment and manufacturing industries enable better decision-making across their organizations. Mark’s expertise with enterprise-wide solutions makes him uniquely knowledgeable about the various applications and databases that keep companies performing at their best. He also has extensive experience helping decision-makers harness the underlying data they need by leveraging integrated dashboards, reports and analytics.

    When Mark isn’t talking “business intelligence,” he’s sharing the same passion and sense of humor he brings to the boardroom with his friends and family. Mark is an outdoor enthusiast who enjoys hiking in the mountains, hunting, sailing, and the culinary arts. He and his wife Linda split their time between Tampa Bay, FL, and the western North Carolina mountains and enjoy everything the southeastern U.S. lifestyle has to offer.

  • Are You Ready for a PSSR? (Parts and Service Sales Rep)

    Includes a Live Event on 09/19/2019 at 11:00 AM (EDT)

    Are you ready to hire a PSSR? Before you start looking for your next hire, you need to take a hard look at your dealership and ask yourself some essential questions. Are you ready for the demands on your time and resources that a full-time PSSR will bring? Attend this webinar and learn the key questions you need to answer before you start the search process.

    Are you ready to hire a PSSR? Before you start looking for your next hire, you need to take a hard look at your dealership and ask yourself some essential questions. Are you ready for the demands on your time and resources that a full-time PSSR will bring? Attend this webinar and learn the key questions you need to answer before you start the search process.

    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.

  • Tame the Beast! Change Your Work in Process from a Headache to a Cash Cow

    Includes a Live Event on 10/17/2019 at 11:00 AM (EDT)

    How many dollars do you have tied up and held hostage in your WIP? If you’re a typical dealer, the answer is “too much.” Attend this webinar and learn how dealers have freed up $1 million and more by finally getting a handle on their WIP.

    How many dollars do you have tied up and held hostage in your WIP? If you’re a typical dealer, the answer is “too much.” Attend this webinar and learn how dealers have freed up $1 million and more by finally getting a handle on their WIP.

    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.

  • Working With Upset Customers

    Includes a Live Event on 11/21/2019 at 11:00 AM (EST)

    It happens to everyone. Customers will get upset with some aspect of your product or service. Periodically customers will get upset with your company. It may be something minor or significant, but in the customer's eyes you have let them down. How you service that upset customer often determines if that customer will continue to do business with you, what they will share with others, and their degree of loyalty to your organization. Learn the skills necessary to apologize and the importance of being empathetic in responding to your customer's concerns. Keeping the interaction professional and not being defensive is also key. Turning that upset customer into an advocate of your business needs to be part of your customer retention strategy and training plan.

    It happens to everyone. Customers will get upset with some aspect of your product or service.  Periodically customers will get upset with your company. It may be something minor or significant, but in the customer's eyes you have let them down. How you service that upset customer often determines if that customer will continue to do business with you, what they will share with others, and their degree of loyalty to your organization.

    Learn the skills necessary to apologize and the importance of being empathetic in responding to your customer's concerns. Keeping the interaction professional and not being defensive is also key. Turning that upset customer into an advocate of your business needs to be part of your customer retention strategy and training plan.

    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.