2019 AED Summit Prospectus by Associated Equipment Distributors

YO U ’ R E I N V I T E D !

ORLANDO, FLORIDA

FEBRUARY 4-7, 2019

MAKE HISTORY AT THIS YEAR’S SUMMIT IN ORLANDO, FLORIDA AS AED CELEBRATES OUR 100-YEAR ANNIVERSARY!

ORLANDO, FLORIDA

TAB LE O F C O N T E N TS

4 6 8 12 14 20

FEBRUARY 4-7, 2019

Schedule-At-A-Glance

Make the Best Out of Your Time at Summit!

Keynote Speaker, Featured Speaker and Featured OEM Panel

The AED Foundation Fundraising Gala

Dealer Education Tracks and Sessions

Registration and Event Information

or 800-388-0650

“I had scheduled 14 meetings in two days. If I had to fly all over the US to have these meetings, it would be cost & time prohibitive.” JAY D. SHAFE R of Shaf er Eq uip ment C omp any, Inc

H O S P I TA L I T Y S U I T E L I S T Exhibitor Organization Name (as of 10/15/18)

Suite #

Allied Construction Products, LLC 22275 Atlas Copco Power Technique North America LLC 20570 Auger Torque USA 21524 Bank of the West Equipment Finance 30506 Bell Trucks America, Inc. 21429 Black Cat Wear Parts 21976 Bobcat Company 21573 BOKF Equipment Finance Inc. 22073 BOMAG 22478 Cemen Tech Inc 21676 CIT Equipment Finance 21673 Commercial Credit Group 21773 Connect Work Tools 21961 Cummins Inc. 21861 DLL 21253 Dynapac North America LLC 10633 EPG Insurance Inc. 22575 Epiroc USA LLC 20588 ESCO Corporation 22375 Genesis Attachments, div of IES 21456 Glynn General Corporation 21290 Hensley Industries, Inc. 10533 Hitachi Capital America Vendor Services 21832 Hitachi Construction Machinery Loaders America Inc. 22378 Hyundai Construction Equipment 22076 INDECO North America, Inc. 20470 JLG Industries, Inc. 21973 JPMorgan 21732 Kobelco Construction Machinery USA Inc. 22675 KPI-JCI & Astec Mobile Screens 22876

Exhibitor Organization Name (as of 10/15/18)

Suite #

LBX Company LLC 22774 Liebherr Construction Equipment Co. 22176 LiuGong Construction Machinery N.A. LLC 21776 Manitowoc Cranes 30606 Mecalac North America 21529 Midland Equipment Finance 21556 Montabert & Geith 21873 MTG (Metalogenia S.A.) 21424 NPK Construction Equipment Inc. 21576 Okada America, Inc. 20668 Paladin Attachments, div of IES 20488 People’s United Equipment Finance Corp. 21538 Pettibone 22775 Prinoth 21738 Roadtec, Inc. 21553 Rockland Manufacturing Co. Washington Room Sandvik Mining and Rock Technology 22276 SANY America, Inc. 21473 Sennebogen LLC 30706 Solesbee’s Equipment & Attachments LLC 21524 Stanley Infrastructure 21761 Sullair, LLC 21190 Sumitomo Mitsui Finance & Leasing Co., Ltd. 21090 Terex Equipment Limited 22475 Terex Fuchs (Powerscreen) Tampa Room Terramac 22175 US Bank Equipment Finance Inc. Distribution Finance Group 21876 Wells Fargo Equipment Finance, Inc. 22578 Werk-Brau Co, Inc. St. Louis Room YANMAR America 21932

Please note that this is not a complete list, download the Summit app for the most up-to-date listings.

SCHEDU L E -A T-A - G L A NC E

M O N D AY | F E B R U A RY 4 , 2 0 1 9

8:00 am - 5:00 pm Hospitality Suites 10:00 am - 5:00 pm Registration 12:30 pm - 1:45 pm Professional Dealer Education (concurrent breakout sessions) 2:00 pm - 3:15 pm Professional Dealer Education (concurrent breakout sessions) 3:30 pm - 4:00 pm Annual Meeting of the Membership (members only) 4:00 pm - 5:00 pm Manufacturers Advisory Group (by invitation only) 5:00 pm - 6:00 pm Exhibitor Reception (by invitation only) 5:00 pm - 6:00 pm Women in Construction Equipment Reception 6:00 pm - 9:00 pm The AED Foundation Fundraising Gala The AED Foundation Program 12th Annual Live Auction Presented by The AED Foundation & Ritchie Bros. 9:00 pm - 11:00 pm After Hours Welcome Reception 4

T U E S D AY | F E B R U A RY 5 , 2 0 1 9

7:00 am - 3:00 pm Registration 7:30 am - 8:30 am Breakfast 8:30 am - 10:00 am Opening General Session OEM Panel Discussion 10:00 am - 3:00 pm Hospitality Suites 10:00 am - 3:00 pm CONDEX 10:00 am CONDEX Ribbon Cutting Construction Dealer Expo (CONDEX) 10:30 am - 2:00 pm Guest Activity 11:00 am - 12:00 pm Public Policy Council Meeting (by invitation only) Noon - 1:00 pm CONDEX Luncheon 2:45 pm - 4:00 pm Professional Dealer Education (concurrent breakout sessions) 4:15 pm - 5:30 pm Professional Dealer Education (concurrent breakout sessions) 5:15 pm - 6:30 pm CONDEX Reception 6:30 pm Past Presidentâ&#x20AC;&#x2122;s Dinner (by invitation only)

W E D N E S D AY | F E B R U A RY 6 , 2 0 1 9

6:30 am 1st Source Bank 5K Fun Run/Walk 7:30 am - 8:30 am Breakfast 7:30 am - 8:30 am Canadian Breakfast (by invitation only) 7:30 am - 2:00 pm Registration 8:30 am - 10:00 am General Session Rich Karlgaard - Trump, Technology, and 2019 Turbulence 10:00 am - 2:00 pm Hospitality Suites 10:00 am - 2:00 pm Construction Dealer Expo (CONDEX) 10:30 am - 2:30 pm Guest Activity 10:30 am - 11:30 am Emerging Leaders Council Meeting (by invitation only) Noon - 1:00 pm CONDEX Luncheon 12:45 pm - 1:45 pm Small Dealer Committee Meeting 2:00 pm - 3:15 pm Professional Dealer Education (concurrent breakout sessions) 3:30 pm - 4:45 pm Professional Dealer Education (concurrent breakout sessions) 6:00 pm Doors Open for an Evening with John Boehner 6:30 pm - 9:00 pm A Conversation with John Boehner moderated by Brian P. McGuire 9:00 pm - 11:00 pm AED’s Centennial Celebration

Please note that this schedule is subject to change, visit www.aedsummit.com for the most up-to-date information.

DON’T FORGET TO REGISTER AT www.aedsummit.com or 800-388-0650

MAKE HISTORY AT THIS YEAR’S SUMMIT IN ORL ANDO, FLORIDA AS AED CELEBRATES OUR 100-YEAR ANNIVERSARY!

2019 A E D SU MMIT O R L A N D O W O R L D C E N T E R M A R R I O T T | F E B R U A RY 4 - 7, 2 019

AED’S SUMMIT is the industry’s

leading event for dealers, manufacturers and service providers focused on the construction equipment industry. The latest products and services for the industry will be on display by OEMs and service providers focused on the needs of dealers in today’s marketplace. 6

The education available here will not be available anywhere else. Each session will provide tremendous opportunity to expand on existing knowledge while learning new, valuable information to take back to your dealership. Jump all in this year and hear from a variety of world-class speakers such as a former small businessman and Speaker of the United States House of Representatives for nearly five years, John Boehner, one of the most influential and respected figures in the technology, economic and business worlds, Rich Karlgaard, and new to this year’s Summit, a featured OEM Panel Discussion.

We want you to make history with

AED in Orlando as we celebrate a big milestone at the 2019 Summit, our

Centennial Celebration! We invite you to join us for this exciting event. Register your team today!

fter a successful 2018 Summit, AED has been

working hard to prepare for an exciting 2019

Summit. AED is thrilled to announce our keynote speaker and featured presentations for the 2019 Summit.

Register for the 2019 AED Summit today at www.aedsummit.com. If you need assistance registering, please call 800-388-0650. FEATURED PRESENTATION | OEM PANEL DISCUSSION

J A S O N T. D A LY

Global Director, Marketing & Support, John Deere Construction & Forestry Company

RICHARD GOLDSBURY

President, Bobcat Company

PHILIP KELLIHER

Vice President, Caterpillar Inc.

STEPHEN ROY

President, Volvo Construction Equipment

PETER M AY R

President, Liebherr Construction Equipment

M O D E R AT O R :

J. MICHAEL MARKS

Indian River Consulting Group

FEATURED SPEAKER

RICH KARLGAARD One of the most influential and respected figures in the technology, economic and business worlds, Rich Karlgaard

advises audiences on how to harness an organization’s disruptive spirits to maximize business opportunities in the

global marketplace. Rich is the thought leader that Fortune 500 companies, small businesses and national associations turn to for a reliable roadmap of what’s to come.

KEYNOTE SPEAKER

JOHN BOEHNER John Boehner will be joining us in Orlando for the 2019 Summit! A former small businessman, John Boehner served

as Speaker of the United States House of Representatives

for nearly five years (January 2011-October 2015), during which he led the drive for a smaller, less costly, and more

accountable federal government. Boehner represented the Eighth Congressional District of Ohio in the U.S. House from 1991 to 2015. He now serves as Senior Strategic Advisor for Squire Patton Boggs LLP, one of the world’s foremost law and public policy firms.

WHY AT T E N D A E D S UM M I T ?

ED’s Summit & CONDEX is your starting line for a successful year. You can attend dealer-specific education sessions, network with your peers, and discover new product lines and business solutions for your dealership. Whether you’ve been serving the North American equipment market for decades or are just entering the industry, it is easy to connect with peers in one location. Your association team is hard at work preparing for the 2019 Summit that will take place February 4-7, 2019 in Orlando, Fl. at the Orlando World Center Marriott. The 2019 Summit & Construction Dealer Expo (CONDEX) promises to deliver an even bigger return for attendees than the 2018 event. Exciting improvements are planned for CONDEX; in fact, the trade show is nearly sold out with exhibitors offering new products and services for your dealership.

“When Graton Tractor attends Summit, we divide and conquer! We had a group of three, so we were all able to break up and attend classes that pertained to our job function...” B E N GART O N , of Garton Tractor 10

W HY ATTEND AED S UM M I T ? EDUCATION AED Summit features more than 35 dealer-specific educational courses covering every department of your dealership. If your department managers and senior staff are not in attendance, then you are truly not getting the most out of Summit. Divide and conquer the sessions being offered, your team will be better for it! Enjoy three days of dealer-specific education that features a variety of sessions in six educational tracks: leadership, management, rental, product support, sales and technology. Each attendee can experience 11 hours of professional development and educational opportunities.

CONSTRUCTION DEALER EXPO (CONDEX) Discover the greatest products and services for your dealership to include attachments, business software, earth moving equipment and more!

MEETINGS

THE TOP REASONS TO ATTEND SUMMIT & CONDEX

Have the opportunity to view new products and services for your dealership •

Network with fellow dealers, current manufacturers and service providers, all in one location •

Choose from more than 35 educational courses covering topics such as product support, rental, customer service, marketing and many more •

Meet with your manufacturers, share your goals and strengthen relationships with your current providers in hospitality suites

Visit the suites of all of your current suppliers and forge stronger relationships with the companies that support your dealership. Take advantage of having one-on-one time, in one location, with the manufacturers you represent. Don’t waste time and money outside of Summit when you can meet with

them during designated meeting times throughout the week. 11

THE AED FOUNDATION FUNDRAISING GALA O R L A N D O, F L .

ORLANDO WORLD CENTER MARRIOTT M O N D AY, F E B R U A R Y 4 | 2 0 1 9

The AED Foundationâ&#x20AC;&#x2122;s third annual Foundation Gala and 12th annual live auction is taking place on a new day this year, Monday, February 4, 2019. Take advantage of this unique opportunity to invest in the future workforce of the industry to back the only Foundation that supports construction equipment distribution.

P RIC E $200 for single tickets $2,000 for a VIP package with 10 tickets

DRE SS C O DE /BE AC H PARTY White Party (attendees are encouraged to wear all white or beach attire)

MAKE A SPLASH WITH THE AED FOUNDATION! The AED Foundation will be bringing the

The theme of the 2019 Gala is “a beach

atmosphere of Florida beaches inside for The

party.” Attendees will be able to relax,

AED Foundation Fundraising Gala, taking

have drinks and dinner. The event will take

place on a new day during the 2019 Summit!

place on a new day, Monday, February

Join your industry colleagues for a night

specifically for the generous supporters of

Marriott.

2019

the

Orlando

World

Center

The AED Foundation!

DRESS TO IMPRESS AED is encouraging all attendees to wear their finest white or beach attire at our beach party.

DON’T MISS 12th Annual Live Auction presented by The AED Foundation and Ritchie Bros.

NEW THIS YEAR! We are bringing the Gala to you! Join us in Cypress 1, within the Orlando World Center Marriott. Attendees may also participate in our NEW silent auction. 13

DEALER EDUC ATION SESSIONS

LEADE R SH I P

Through a partnership between the AED and

Eli Lustgarten | ESL Consultants

completed that examined those dynamics. The

Get an insider’s view of the U.S. economy and

research identifies specific components of the market

LEADERSHIP LESSONS FROM THE STREETS

learn how it will impact the market for construction

drivers causing dealers to adapt their strategies and

Eric Shipman | West Chicago Police Department (Ret.)

machinery. Know the strengths and concerns for the

business models, the prevalence of adaptations

U.S. market among key sectors such as housing,

being made, and the financial performance of those

What do first responders have in common with high-

capital expenditures, and energy.

adaptations. This research, combined with the AED’s

performing leaders in the business world? Both have to remain calm under pressure. Both must deliver in the clutch. Both must motivate and empower their

Annual Cost of Doing Business Report, provides

EI: THE LINK BETWEEN EMOTIONAL INTELLIGENCE AND SUCCESS

significant insights relevant to your 2019 planning.

Tom Kennedy | The Chatfield Group

THE PROFITABILITY OF HIRING DIVERSITY

As a leader, you experience constant pressure and

Tiffany Adams | T. Adams Consulting, LLC

stress as you are challenged to lead your people

Valuing inclusion has become a focus for many

your own dealership.

effectively and elevate your business. Emotional

companies but for some, it’s still a catch phrase.

intelligence can make this challenge easier. Attend

Merit-based hiring with an eye toward diversity

DEALERSHIP AGREEMENTS

this session and understand the link between

ensures that your hiring practices are free from biases

James R. Waite | James R. Waite, LLC

emotional intelligence and success in life. Attendees

and can also ensure that your business is positively

A dealership is, in many ways, like a partnership.

will also:

benefiting from different perspectives, innovation

Among other things, the parties need to decide who

•

and experiences, and collaborative efforts from

teams in an ever-changing environment. Learn how you can apply these tough lessons on leadership and teamwork learned while working the street to

learn about the anatomy of an emotion and

runs thing, how they will be run, who will pay for

how emotions and thoughts work together to

what, and what happens if the relationship expires

influence behaviors

or terminates. This session will help attendees

•

understand what needs to be considered when entering into a Dealership Agreement as these range of franchise concepts, and can range in length

•

Michael Krogermeier | Creditsafe, USA

practice

agile

thinking,

increasing

self-

•

leverage both due diligence and intuition to make effective decisions

•

develop cognitive and behavioral strategies to

to its full advantage. Owners and CEOs want more value. This session will show how finance can

Dick Stewart | Stewart Consulting

be a growth driver for the business and shift the

Dealers are increasingly challenged by OEM and

perception of the finance department from “sales

customer expectations. At the same time, strategic

prevention department” to an actual sales-driving

options to those two market drivers have narrowed.

team.

session will explore ways in which you can make hiring talented and diverse employees not only a priority, but a long-term strategy to growing your business and improving upon your company culture.

MA NA G E ME NT

manage emotions intelligently DEALER COMPETITIVE STRATEGY: STATE OF THE ART

Many CFOs don’t utilize credit and payment data

and with underrepresented groups. This breakout

awareness and intentional thinking

from a few pages to more than 50. BEST CREDIT PRACTICES FOR THE CFO

discover when automatic processes serve you well, and when they need to be better managed

agreements take many forms, may incorporate a

the University of Denver, research was recently

ACTIVATE DIGITAL MARKETING TACTICS TO DRIVE YOUR BUSINESS FORWARD Gina Rigsby & Amanda Dooley | DLL The session will include tips, tools, best practices, and real examples that validate why a company’s digital presence and marketing strategy is important and how it can be leveraged to drive business

Education sessions are subject to change, please check the 2019 AED Summit app or www.aedsummit.com for the most up-to-date information.

sales

to improve employee engagement, yet the results

skill-gap assessments, exercises and goals for

enablement, demand generation, lead generation,

rarely improve. Clearly the typical approaches aren’t

mentees and mentors

and more. Session highlights also include:

working. Attend this session and gain:

•

• •

and

performance,

DEALER EDUC ATION SESSIONS

including

website, social media, and email

causes high engagement and likely actual

BEST PRACTICES FOR SUCCESSFUL HIRING AND RETENTION OF MILITARY VETERANS

Why content should be the foundation of your

causes of employee disengagement (knowing

David Coe | Orion Talent

digital marketing strategy

these can help solve the people problem that

The shortfall of skilled labor is already affecting

Real world examples: How simple digital

spreads through organizations!)

many dealerships’ bottom line. Where do you

Specific ideas and an action plan to create the

turn to for talent? This session will introduce best

high engagement you want

practices for working with military veterans, an often

Tools to develop the big-picture strategy for

underutilized talent pool. Attendees will learn:

your dealership so you can create goals and

•

How to leverage three key digital channels:

marketing strategies can drive business results

•

and further position your business as an industry leader

•

TURNING PEOPLE PROBLEMS INTO PEOPLE SOLUTIONS: THRIVING IN A CHANGING WORLD Brad Wolff | PeopleMax In

today’s

fast-changing,

unpredictable

world,

surviving is difficult. You can have the dominant product or service today and be obsolete almost overnight. Those organizations that choose to become flexible, adaptive, learning organizations go beyond surviving to thriving. Attendees will leave with: •

practical,

7-step

model

implement

workforce optimization to create a flexible, adaptive, learning organization •

Solid evidence from prominent businesses that apply these principles and solutions to old problems they’ve been stuck in for years

The keys to workforce optimization are sitting right under your nose. When you recognize and identify these keys, you will be on your way to higher profits

• MENTORSHIP MATTERS

Brad Wolff | PeopleMax Companies collectively invest BILLIONS per year

•

aren’t sure how to set it up and how to keep it

•

A Mentorship Program benefits all stakeholders the

mentor

and

can we organically grow our new, entry-level, inexperienced hires to get them up to speed to become proficient and tomorrow’s leaders? This session will give you the fundamental concepts to set up a mentorship program in your organization. Attendees will: Understand what mentoring is and how it differs from coaching •

Learn the potential impact of a mentorship program and the long-term benefit for the organization

•

Gain knowledge of the best practices for an effective program

•

Walk away with a step-by-step toolkit to set up a program within their dealerships, including

How to best support your veterans after they are hired

the

organization. In a climate of tight recruiting, how

•

How to best match your position openings with potential hires

simple, yet impactful? mentee,

How to create a military veteran talent strategy in your dealership

Have you considered a mentorship program but

the

How to access the thousands of personnel exiting the military each year

Jill Berg | Insight Consulting, Inc.

including

The skills, education, and training veterans bring to the table

plans that actually make a difference

and productivity. EMPLOYEE DISENGAGEMENT: IT’S NOT WHAT YOU THINK

Insight and understanding of what actually

TELLIN’ IT LIKE IT *BLEEPIN* IS: GIVING CRITICAL FEEDBACK Gregory Tall | The Gregory Tall Company Someone on your team just made a huge mistake on the job or is simply not performing up to par. You know you need to tell them, but you don’t want to hurt their feelings or damage your relationship with them. Or maybe you are just too blunt and are worried that you will offend them. So instead you hope the problem miraculously goes away or you convince yourself that you’re really going to speak up the next time something happens. This session will teach you how to be a good messenger when you need to be the bearer of bad news. Learn how to: •

Deliver critical feedback conversations with

Education sessions are subject to change, please check the 2019 AED Summit app or www.aedsummit.com for the most up-to-date information.

DEALER EDUC ATION SESSIONS confidence and clarity • • •

Distinguish facts from opinions and assumptions

Learn about technology and processes they can use to implement data-driven decision making

when giving feedback

The audience will be encouraged to participate

Provide feedback that is specific, objective, and

through discussion of the current hiring process

actionable

they have in place, how they measure success, key

Engage in some difficult conversations while

challenges and opportunities for improvement.

maintaining rapport and good relationships

RE N TA L

BUILD YOUR BEST TEAM USING INSIGHTDRIVEN DECISION MAKING

are a business’s main source of competitive advantage. But most companies don’t have a repeatable hiring process in place or any measures in place to measure the success of their hiring efforts. In this data-driven session, attendees will learn how to leverage insights to improve their hiring and attract quality employees, and get an overview of key metrics every business should continuously track to make hiring more efficient and increase profitability. These include time to hire, hiring process adherence, applicant sourcing channel ROI, and more. Attendees will also walk through several examples of companies who have improved their hiring efforts through insight-driven decision making and leave the session with an understanding of how they can apply hiring and talent management insights at their organization to continuously improve their hiring efforts. Attendees will: •

Discover the best practices for implementing a standardized, repeatable hiring process

•

Gain an understanding of key recruiting, hiring and retention insights they should be tracking increase efficiency and profitability

•

Identify best practices to hold managers accountable to continuously improving hiring metrics

Owen Edwards | Script International Everyone is capitalizing on the growth of rental demand but not everyone providing rental services has the same motives for being in the business. For example, some focus on rental volume, some on utilization, some on market share, and some on cash flow. In this intensely competitive business it

Adam Robinson | Hireology In addition to being the largest expense, employees

DEALER RENTAL DEPARTMENTS VS. NATIONAL RENTAL COMPANIES VS. LOCAL RENTAL STORES: WHAT’S DRIVING THE COMPETITION?

MY CUSTOMER HAS INSURANCE, BUT IS MY RENTAL EQUIPMENT REALLY PROTECTED? Jayme Bates | JT Bates Insurance Group So

many dealerships

are diligently collecting

Certificates of Insurance at the time of rental, but are you looking at them? And if so, do you know what you need to be looking for? If you don’t, you could leave the dealership open to great risk. Attend this session and learn how to determine if you’re really covered in the event of a loss, what could happen if your equipment damages someone else’s property, what to do if equipment is damaged during delivery, if your insurance will pay to make the equipment ready to rent again, and more. TOP KPIS FOR THE RENTAL DEPARTMENT Cheryl Pallo | TARGIT In this session, attendees will learn how to harness the power of data for the rental department, including

can be difficult to compete if you don’t have a clear understanding of what drives your competition. Attend this session to understand what and why other players in the rental game do certain things to give your business a competitive edge. RENTAL INDUSTRY SUCCESS STORIES AND PITFALLS Owen Edwards | Script International There are many success stories within the evergrowing rental industry and unfortunately some failures that could have been avoided. This session will examine at the top 7 Pillars of Success to consider, including organizational structure, access to capital, and more. It will also take a look at the top 5 Pitfalls to Avoid, including response time, turnover, and utilization, to optimize the success of your rental department.

how to increase profit by tracking rental utilization/

MAKE THE MOVE FROM RENT-TO-SELL TO RENT-TO-RENT

time utilization, etc., how to properly manage the

George Russell | VisTion Advisory, LLC

fleet, and how and why sharing information among rental, parts, service and finance departments is important for your dealership. The session will also review best practices in data tracking in the rental department, including what dealerships should be tracking and why.

Using rental to help a customer get into a new machine has long been a staple of the equipment business. But today, more clients are turning to pure rental (aka rent-to-rent) to variableize their equipment operating costs. The dynamics of rent-

Education sessions are subject to change, please check the 2019 AED Summit app or www.aedsummit.com for the most up-to-date information.

DEALER EDUC ATION SESSIONS NEW APPS AND TECHNOLOGY TO INCREASE PRODUCTIVITY AND SATISFACTION WITH YOUR PARTS AND SERVICE SUPPORT

REDUCING YOUR CUSTOMERS’ COST OF EQUIPMENT OWNERSHIP BY MANAGING THEIR DATA FOR THEM

MAXIMIZE YOUR REVENUES AND MARGINS IN RENT-TO-RENT USING A BASIC PRICING MODEL

George Russell | VisTion Advisory, LLC

Traditional means of lowering cost of equipment

From everyday communications to one-to-one

ownership

marketing, technology has not only changed how

equipment acquisition cost, or on lowering lifecycle

Bill Mayes | Mayes & Calero, LLC

you support your customers, it has changed how

cost via a reduction in parts and service cost. These

Price-elasticity is a reality in the equipment rent-

THEY expect to be supported. The smartphone

methods share a “zero-sum” quality: dollar for

to-rent business, and one size does NOT fit all.

has replaced the laptop. How are you keeping the

dollar, the customer’s gain in reduced cost is equal

How can you know if you are getting the maximum

customer informed on everything from telling them

to the dealer’s loss in reduced margin. However,

return on your investment in your fleet? This session

your current specials, to managing their machine

technological change of the past half-decade has

will provide you with a simple-to-use model for

cost with alerts and automated scheduling? Attend

enabled a positive-sum scenario, where dealers

combining utilization, acquisition cost and length of

this session and learn how you can use technology

and manufacturers can actively reduce the cost

contract to analyze what pricing strategy will work

to ensure that all your customers feel like they are

of equipment ownership and increase equipment

best for each machine in your fleet.

getting special treatment.

uptime, while reducing the cost of support, and thus

to rent are significantly different than rent-to-sell. Attend this session and learn some key factors you need to consider before you make the leap.

P RODUCT SUPPORT

REDUCING TURNAROUND TIME AND INCREASING THROUGHPUT IN THE SERVICE DEPARTMENT Bill Mayes | Mayes & Calero, LLC

FUNDAMENTALS OF AN EXCEPTIONAL CUSTOMER EXPERIENCE Barry Himmel | Signature Worldwide The heavy equipment industry requires considerable expertise. Your employees are generally very experienced and understand the technical and operation requirement of the job. Where they sometimes fall short is the experiential area. They need skills related to building relationships, creating great first and lasting impressions, being more consultative and determining customers’ needs, and adapting a great sales focus. The days of ‘order-taking’ are gone. Customers want

Your service department has the potential to be the most profitable department in your dealership. A technician should bring $200,000 per year in revenue into the dealership, so they keys are A) having enough technicians to cover the expense burden, and B) making sure the work moves through the department as quickly as possible. This session will explore ideas that dealers are using to maximize

Alexander Schuessler | SmartEquip have

focused

either

reducing

preserving their own margins. Most interestingly, these effects are accomplished by managing their customers’ data. Learn

how

enterprise

technological systems

advances

integrations,

including

remote

data

communication (telematics / Internet of Things), and the electronic distribution of intelligent, “asset seeking” service and maintenance information have enabled dealers directly to enhance the efficiency of their customers’ operations. The presentation will include specific, real-world examples and financial and operational metrics.

efficiency in the service department, from triaging of machines to growing their own specialized technicians, among others. Attend this session and make sure you are getting the maximum benefit possible from your service department.

a great experience that is delivered quickly and professionally by a partner who cares about their success. Learn how your employees can adapt these fundamental skills in order to be successful.

Education sessions are subject to change, please check the 2019 AED Summit app or www.aedsummit.com for the most up-to-date information.

DEALER EDUC ATION SESSIONS

SALES ALTERNATIVE FINANCING SOURCES TO CLOSE MORE SALES Dan McDonough | Commercial Credit Group Inc. Almost any financing resource can provide a loan for the purchase of a piece of equipment. But there are many times when a customer just won’t qualify for a standard loan, or they may be too leveraged with your internal finance department to risk additional loans. That’s where having an additional financing resource can help you close more business. Don’t simply let customers walk away from a deal because they couldn’t get standard financing. This session explores options for financing, through a secondary finance resource, beyond standard equipment loans, and helps you identify opportunity before it walks out the door. Session highlights also include: •

Recognizing when a customer might need alternative financing – before the deal falls apart

•

Learning the questions to ask your customer to help determine the best financing fit

•

Discovering types of financing beyond simple purchase money

•

Understanding how to use alternative financing to increase the value of the sale

#DOTHEHUSTLE: TAKING YOUR SALES TO THE NEXT LEVEL WITH NEW TECHNIQUES Troy Harrison, Troy Harrison International | Jesyca Hope, Hope Communications Consulting “How can I get off this plateau?” It’s a common question from those salespeople (or business owners) who have hit a plateau and can’t 18

much talent end up in mediocrity?

Taking your sales performance to the next level

It is rare for a salesperson to become a superstar.

is within the reach of anyone; all it takes is a little

Managers only make a guess as to who will succeed

HUSTLE. In this session, attendees will learn a

and who will be looking for another job next year.

proven formula for top performing sales.

But the truth is most salespeople have a working

DESIGNING SALES PROCESSES TO DELIVER GREAT CUSTOMER EXPERIENCES

knowledge of how to sell. They just don’t sell well enough to the right people. One of the reasons for this self-sabotage is psychological fear.

David Steinberg | Adpearance

In this session, attendees will learn how to get

Customer insights are sales gold, but few sales

past the self-sabotaging fear that paralyzes most

processes revolve around the customer, their

salespeople and turn it into a strength. You will

behaviors, and the stories they tell.

learn ideas to help you set goals and use them

Using a proprietary data set of website visits, phone

by designing your own game plan, and learn to

calls, follow up processes, and sales results, this

develop an eight-week plan that will increase your

session will analyze how buyers truly behave as they

production in a very short period of time.

move down the sales pipeline. When you look at the information in this way, it becomes apparent that

HOW TO READ YOUR CUSTOMER’S MIND

there are adjustments and nuanced changes that

Dr. Kerry Johnson

you can make within your existing sales process to

Most top business owners and executives today

better mirror what buyers demonstrate they want.

mention people skills as critical to increasing their

Doing so yields a better customer experience and

business. Yet most companies spend nearly 100%

better sales results. Attendees will leave the session

of available training time discussing the products

understanding:

and the details surrounding the makeup of those

•

How customer behaviors and expectations have

saleable goods and services. The truth is that your

changed

prospective customers never have and never will

What industry-level changes mean for the

make their decision based solely on products or

salesperson-- and therefore the role of sales

services. They make their decision to buy based on

What practical steps they can take to evolve

you.

their sales process to deliver great customer

This session will give you techniques that can be used

experiences

today to significantly increase business profitability

• •

PEAK PERFORMANCE: HOW TO INCREASE YOUR BUSINESS BY 80% IN 8 WEEKS Dr. Kerry Johnson Research

has

shown

that

most

salespeople

engage in self-defeating behavior that severely limits production. You probably see this everyday, otherwise, why would so many salespeople with so

by learning how your customers think. You will walk out of the program with a greater understanding of what your customers want from you and how you can deliver results to them in the way that they will buy it. Session highlights also include: •

How to magnetically attract customers without manipulation

•

The most persuasive words you can use with

Education sessions are subject to change, please check the 2019 AED Summit app or www.aedsummit.com for the most up-to-date information.

DEALER EDUC ATION SESSIONS

your customers at any time

•

How to gain trust with any customer in 3 minutes

Attendees will walk away from this session with a

$334 billion dollars in 2017, it’s never been more

or less, on the telephone or face to face

set of actions they can take immediately to protect

important. To add to that, dealers must navigate

•

How to check how much trust you have

themselves and their companies from the most

24/7 demands, new channels of engagement, and

•

Women are and will be a huge catalyst for

common threats we face today.

a change in how those in the industry work. These

•

change. They will also become a major source of your new business. Learn how women influence your business and how to build stronger customer relationships with them.

TECHNOLOGY

Q&A - bring your biggest concerns

dealers. With the market valued at approximately

challenges complicate the way business is done and

REPAIR YOUR REPAIR PROCESS: THE CRITICAL NEED FOR SERVICE EVENT COLLABORATION

the way lifetime customer relationships are built. As

Michael Jakab | Decisiv, Inc. Service event collaboration is common across the heavy truck segment in North America, and service providers and fleets are benefitting from lower invoices, fewer billing discrepancies, real-time

CYBERSECURITY: SIX EASY WAYS TO PROTECT YOURSELF, YOUR COMPANY, AND YOUR CUSTOMERS

updates on equipment return status and improved

Scott McGillivray | Pop Art, Inc.

With a greater proportion of mixed fleets in the

It seems like barely a day passes without a news story about hackers stealing data from a major company. While these high-profile cases get most of the attention, smaller companies and individuals are at far greater risk of losing control of their most valuable and sensitive data. This session will break down the complexity and difficulty of information security and provide useful and actionable steps everybody can take to make their digital lives more secure and protect their company’s valuable data. Session highlights include: •

What is my risk of losing control of my digital assets?

• •

•

uptime. Can the same trend be identified for the construction equipment industry? construction equipment segment the opportunity to lower service expenses and improve equipment availability

construction

much

greater.

equipment

distributors

why

aren’t

and

asset

owners demanding it? Do they even know it exists? All parties benefit from connecting ALL participants in the equipment triangle to improve uptime metrics. Through active participation in a service event, costs are reduced, waste is reduced, labor is more effectively deployed, and customer satisfaction increases. This session will discuss the systems and process changes

required

for

construction

equipment

Social engineering - why people are easier to

distributors and service providers to achieve a lower

hack than computers

cost of operations and less downtime.

What to do (and what you absolutely should

business

grows

complicated,

new

technology rises to meet the challenge. One way

NOT do) when you suspect you have been

CREATING CUSTOMERS FOR LIFE

hacked.

Craig Green | CDK Global Heavy Equipment

Simple steps to eliminate 99% of potential data

Ensuring customer satisfaction and loyalty has

loss.

always been a key priority for heavy equipment

dealers are improving their engagement and service is through dedicated customer sales portals that provide always-on service on any device – any place, any time. How do dealers get started? What do they need to account for? How do they get their customers engaged and using the portal? Learn the answers to these questions and more in this session. Bottom line: You have to own your customer - if you don’t, your competition will. GOING MOBILE: LEVERAGING MOBILE TECHNOLOGY WITHIN YOUR OPERATION Damon Haber | Record360 Inc. Mobile technology is quickly becoming standard in the industry. This session will review mobile technology and how it fits into your dealership. Attendees

will

learn

how

mobile

technology

benefits their businesses, as well as the operational considerations and obstacles to success that must be taken into account when going mobile. Session highlights include: •

Ideas to develop a mobile strategy

•

Pitfalls/obstacles of others who have shifted to mobile solutions

•

Ways to leverage available technology to improve operations

•

Ensuring

success

when

implementing

technology

Education sessions are subject to change, please check the 2019 AED Summit app or www.aedsummit.com for the most up-to-date information.

EVENT INFORMATION

REGISTRATION FEES

FEE TYPE

Bring the subject matter experts from all lines of business in your dealership to divide and conquer education sessions, the CONDEX floor and supplier meetings. The more you bring, the more you will save on Summit! E A R LY

REGULAR

begins 11/17/18

L ATE

begins 2/3/19

Equipment Dealer: Single Registrant Member Fee: $900.00 $925.00 $975.00 Non-Member Fee: $1,800.00 $1,850.00 $1,950.00 Equipment Dealer: 2 Attendees Member Fee: $675.00 $700.00 $750.00 Non-Member Fee: $1,350.00 $1,400.00 $1,500.00 Equipment Dealer: 3 Attendees Member Fee: $440.00 $455.00 $505.00 Non-Member Fee: $880.00 $910.00 $1,010.00 Equipment Dealer: 4 Attendees Member Fee: $440.00 $455.00 $505.00 Non-Member Fee: $880.00 $910.00 $1,010.00 Equipment Dealer: 5 Attendees Member Fee: $340.00 $350.00 $400.00 Non-Member Fee: $680.00 $700.00 $800.00 Equipment Dealer: 6 Attendees Member Fee: $340.00 $350.00 $400.00 Non-Member Fee: $680.00 $700.00 $800.00 Equipment Dealer: 7 or More Attendees Member Fee: $325.00 $335.00 $385.00 Non-Member Fee: $650.00 $670.00 $770.00 Spouse/ Family Member/Guest Member Fee: $275.00 $300.00 $325.00 Non-Member Fee: $550.00 $600.00 $650.00 CONDEX Exhibitor/Suite Participant/Sponsor Member Fee: $300.00 $300.00 $350.00 Non-Member Fee: $300.00 $300.00 $350.00 Manufacturer/Service Provider/Publication - Non-CONDEX/Suite/Sponsor Member Fee: $1,000.00 $1,025.00 $1,075.00 Non-Member Fee: $2,000.00 $2,050.00 $2,150.00

More than

HALF

of all AED member dealerships attend Summit â&#x20AC;¢

Each AED dealership sends an average of

THREE

people from the business to Summit each year

AED Summit Cancellation Policy Refunds are not permitted within 14 business days of the event.

EVENT I N F O Room rates start at $254 plus tax. Make sure to book early to receive

LOCATION Orlando World Center Marriott 8701 World Center Dr. Orlando, FL 32821 Phone: 407-239-4200

HOW TO REGISTER Online: www.aedsummit.com Phone: 800-388-0650

your discounted room rate! Rooms are available on an exclusive basis. The room block ends on Monday, January 14, 2019.

AIRPORT INFORMATION Orlando International Airport (MCO) Airport Phone: +1 407-825-2001 Hotel direction: 17 miles SW The Orlando World Center Marriott does not provide shuttle service.

Alternate transportation: Mears Transportation; fee: $22.00 (one way); reservation required Estimated taxi fare: $55.00 (one way)

HOTEL RESERVATION AED

has secured rooms at the Orlando World Center

Visit MCO airport website for additional options/details Driving directions: South exit from MCO airport to Greenway Tollroad South (Rt.

Marriott for the 2019 Summit. Please contact the hotel

417). Take Exit 6 (536 East), go through 2 lights and Orlando

directly to make your reservation at 888-789-3090 and

World Center Marriot will be on the right.

mention that you are with the AED Summit or reserve online at aednet.org/summithotel19/

Kissimmee Gateway Airport (ISM) Airport Phone: +1 407-847-2821 Hotel direction: 10 miles NE

BEWARE OF UNOFFICIAL HOUSING OFFERS! Please be aware some third party travel companies may attempt to solicit you regarding housing for the 2019 AED Summit. Despite the fact that these companies

represent themselves as the â&#x20AC;&#x153;officialâ&#x20AC;? housing source, they are not authorized by AED and may provide false information regarding the availability of rooms at the conference hotel.

If you are contacted by a travel or housing company, please notify AED at sbrassel@aednet.org immediately. Reservations should only be made through the

link provided on the AED website (www.aedsummit.com) or by calling the Orlando World Center Marriott directly and indicating you are with AED.

The Orlando World Center Marriott does not provide shuttle service.

Estimated taxi fare: $39.00 (one way) Driving directions: Dyer Ave to U.S.192 West to S.R. 535. Turn right on S.R. 535 to S.R. 536, Turn left, Orlando World Center Marriot on the right. Parking: Electric car charging stations: Two, Complimentary On-site parking, fee: $22.00 daily Valet parking, fee: $35.00 daily Fees exclude tax. Garage clearance 7 ft 4 in. Free self-parking for guests with plug-in hybrid or electric vehicles. 21

Need Assistance Registering for Summit?

Your regional managers are here to make your Summit experience memorable! Contact a regional manager for assistance

Phil Riggs â&#x20AC;˘ Sr. Director of Member Engagement/ Western Regional Manager priggs@aednet.org or 630-465-3622

Michael Dexter

â&#x20AC;˘

Midwest and Canadian Regional Manager mdexter@aednet.org or 630-465-2888

Scott McPherson • Great Lakes Regional Manager smcpherson@aednet.org or 312-882-2473

Thomas Lunney • Southcentral Regional Manager tlunney@aednet.org or 630-465-6647

Michael Murray • Northeastern Regional Manager mmurray@aednet.org or 630-465-4232

Sean Fitzgerrel • Southeastern Regional Manager sfitzgerrel@aednet.org or 630-352-9372

CONDEX EXHIBITOR LIST

Exhibitor (as of 10/15/18)

Allied Construction Products, LLC Allu Group Alpine Sales & Rental Corp AMI Attachments Inc. AmTrust Specialty Equipment Anaconda USA Inc ATLAS Cranes & Excavators Baseplan North America Black Cat Wear Parts BLS Enterprises, Inc. Canam Solutions USA CDK Global, LLC Cemen Tech Inc CIT Commercial Credit Group Connect Work Tools Craig Manufacturing Ltd. Curry Supply Co. Dealer Part Source Inc. Digga North America DIS Corporation E. D. Etnyre & Co. eBS Mechdata, Inc. e-Emphasys Technologies Inc. EPG Insurance Inc. Equify Financial, LLC Equipment Data Associates EquipmentWatch Fairview Insurance Agency Associates Inc. Felling Trailers Inc. FRD.USA, Breaker Attachment Division (Kent) FRD.USA, Rock Drill Division FTG Equipment Solutions, Inc GRYB Guard RFID Solutions Inc. Hercules Sealing Products Hi-Vac Corporation HKX, Inc. Holland Pump Company Huddig AB HydrauliCircuit Technology, Inc. Integrated Rental Systems Inc Interstate Billing Service IROCK Crushers LLC JT Bates Insurance Group KATO/Compact Excavator Sales LLC

KCoe Isom, LLP Knapheide Manufacturing Company LINQ Services Machinery Trader MB Crusher America, Inc. Mecalac North America Midland Machinery Co., Inc. MODERN Montabert & Geith Multione America OilQuick USA Okada America, Inc. Parker-Helac Corporation Pettibone Point of Rental Software Prinoth Record360 Rototilt Inc. Rouse Services LLC RUBBLE MASTER Americas Corp. SBM Mineral Processing GmBH Screen Machine Industries LLC Sentry Insurance Company SEPPI M. S.p.A. Shantui America Corp. Shearcore Simex Engineering SmartEquip Inc. Soosan USA, Inc Steelwrist, Inc. Stewart-Amos Sweeper Co. Sullair, LLC Sullivan-Palatek Superior Tire & Rubber Corp. Tag Manufacturing, Inc. TARGIT Toku America, Inc. Towmaster Trailers Towsleys Inc. Tramac Corporation Uptake Canada Inc. Veritread Winkle Industries, Inc. Witzco Challenger Trailers Inc. WTC Machinery LLC XL Specialized Trailers

ORLANDO, FLORIDA

FEBRUARY 4-7, 2019

Download the Summit app for the latest list of CONDEX exhibitors.