2016 Webinars

Recordings of webinars shown in 2016

  • 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.

  • 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.

  • 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.

  • Exposing ploys that will erode your margins

    You can prepare your selling strategy and pre-call plan your tactical offense ---but at any moment in a sales call you can get thrown on to defense. And when that happens a sales professional must be prepared! Proper training and practice will equip us to respond skillfully to that conflict and get back on the offense. Our job is to turn a ploy (designed for compromise) into a both-win result.

    You can prepare your selling strategy and pre-call plan your tactical offense ---but at any moment in a sales call you can get thrown on to defense. And when that happens a sales professional must be prepared! Proper training and practice will equip us to respond skillfully to that conflict and get back on the offense. Our job is to turn a ploy (designed for compromise) into a both-win result. Below are six ploys (with a typical example of the many variations) that we all hear out on the front line:

    Price Ploys: “Your pricing is way too high.”

    Loyalty Ploys: “We are happy with our present dealer.”

    Competition Ploys: “Your competitor is cutting price. Match it or we have to go shopping.”

    Help Ploys: “Help me look good on this initial order and maybe my boss will consider you guys for some big upgrades we have planned.”

    Quality Ploys: “A Skid Steer is a Skid Steer. Everyone says their machine is 'better'.”

    Time Ploys: “We are buried right now and I have no time to hear a sales pitch. Email me in a few months if you have to.”

    After exposing these typical ploys used by trained and savvy customers, we will provide a powerful framework and methodology to face the pressure and “beat the press”. The SELL Process Defense tool will empower you to anticipate objections/ploys, develop effective responses, and practice highly skilled interactions. This webinar will provide you and your team with help to create a Defense PLAYBOOK and begin ongoing defensive drills practice so you can ACT – not react! Protect your margins. Sell a premium product and service at a premium price. Sell value!

    Don't let ploys catch you off-guard. This webinar is a must in today's selling environment.

    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.

  • Everyone in the Dealership sells! Maximizing every precious interaction

    This practical session will help everyone understand the selling process and give your organization a “sales perspective” as each performs their primary duties. Gather everyone for this webinar and initiate a culture change to begin developing a powerful, effective team of support professionals.

    Team selling is vital to providing total customer satisfaction and developing lifetime customers - and is a primary differentiator to set you apart from the competition! Loyalty is enhanced or destroyed by each interaction with individuals in your dealership.

    We all sell! Selling is “getting someone else to want to, and to do, something that we want them to do". We are all doing that in some form or another every day in our personal lives - and as we perform our primary job functions.

    Many support professionals have some contact or perhaps regular contact with customers (internal and external). The outside salesperson may get the first order, but often the rest are the result of the relationships and performance of the parts, service, technicians, finance, and everyone on the sales support and customer service team! These key individuals have a unique relationship of trust and credibility, which allows them to be ideally suited to recommend additional sales, discover leads and acquire critical customer information! With proper training and developed skill, sales support can recognize and turn reactive situations into proactive selling opportunities - spontaneously and appropriately - assessing and capitalizing on every precious interaction!

    This practical session will help everyone understand the selling process and give your organization a “sales perspective" as each performs their primary duties. Gather everyone for this webinar and initiate a culture change to begin developing a powerful, effective team of support professionals. Become a Sales Professional Organization!

    WHO should attend: Dealer Principals, Sales and Service leaders, Branch Managers, and ANYONE in the branch who has interactions with customers!

    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.

  • Rental Fleet Financial Management

    Recorded On: 02/26/2016

    Introduction to understanding Financial Management for rental fleet operations.

    Managing a rental fleet for profitability is somewhat like managing a stock portfolio. There should be a reasonable expectation by the investor (dealership) on the overall performance of the fleet. Knowing how to measure fleet performance along with analysis skills in determining what's wrong when the desired results are not achieved is foundational to being a good asset manager. This webinar is an introduction into the measurement and analytics that you need to know to be an effective manager.