2017 AED Resource Guide by Phil Riggs

2017 | AED Resource Guide A complete guide designed to enhance your membership experience by identifying all services and products available to you and your employees through AED.

► Benchmarking Reports ► Networking Events ► Seminars ► Self-Study Courses ► Webinars Visit www.aednet.org for more information.

The key to success is continual growth, with innovation and integrity. The AED Foundation encourages each member company to make this commitment to knowledge to its employees: â&#x20AC;&#x153;We believe our company and its employees will benefit from life-long learning. We encourage each individual to obtain a minimum of 40 hours of job-related training each year. In support of this goal, we intend to create an environment where opportunities for education will be identified through the initiatives of individuals, the company and its suppliers.â&#x20AC;? AED members benefit from industry- and position-specific educational programs in all areas of dealership operations, including people management, branch operations, sales, customer management, parts, service, rental, product support, and finance. Flexible learning options range from lively seminars and events, to desktop learning via webinars and self-study programs. AED Foundation offers Manager Certification which recognizes industry professionals who complete job-specific training in parts, service, rental, and branch operations.

For more information, or to enroll in the certification program, contact Rebecca Lintow at 630-468-5113 or rlintow@aednet.org.

Table of Contents Branch Management

Dealership Operations / Leadership and Executive Development

Finance / Risk Management

HR / People Management / Recruiting

Parts Department

Rental Department

Sales / Marketing / Customer Service

Service Department

How To Get Started Something You Can Believe In ▶ We believe in and foster the highest business standards and ethical behavior. ▶ We are committed to strengthening the free enterprise system.

How should this resource guide be used? This 40-page publication is designed as a resource guide rather than a brochure, that should be read cover to cover. It is intended to be used as:

▶ We encourage synergy and cooperation among individuals and companies when pursuing the industry’s common interests.

• A resource for leaders within the construction equipment industry to develop unique skills for their dealerships • A resource for professional development

▶ We value continuous improvement and lifelong learning, and we encourage all our members to actively participate in the processes of government.

and education opportunities offered by your Association • A blueprint that provides unique information and suggestions for specific departments within your dealership

AED: Working For You

AED enhances the ongoing success and profitability of member companies and related constituencies by providing high-quality products, services and information in these key areas:

To gain the greatest benefit from this resource guide you should: • Review the items listed within the table of contents. • Study the items, including webinars, networking events, self-study courses and benchmarking reports that address your particular interests or needs.

▶ Public policy and legislative advocacy ▶ Industry education, training and career development through The AED Foundation ▶ Business news and information ▶ Networking events that facilitate business-to-business interaction, cooperation, and growth-cultivation ▶ Best practices and benchmarking resources

How to register your team for items in this resource guide: This resource guide is your one-stop shop for your education needs. Show your employees that you’re serious about their professional growth by registering for one or more of these industry-specific educational sessions, networking events or benchmarking reports. Simply call your regional manager or visit www.aednet.org to register.

Your Regional Manager Team AED Regional Managers serve dealerships and consumers from coast to coast. These dynamic individuals come from diverse backgrounds and bring extensive knowledge to the equipment industry. Not only do our regional managers take great pride in being part of The Association but they are the face of AED North America!

Michael Dexter

Provinces / States Covered:

Senior Director Canadian Engagement/ Midwest Regional Manager 650 E. Algonquin Road, Suite 305 Schaumburg, IL 60173 Email: mdexter@aednet.org Phone: (630) 574-0650 ext. 5124 Fax: (630) 574-0132

Phil Riggs Western Regional Manager 650 E. Algonquin Road, Suite 305 Schaumburg, IL 60173 Email: priggs@aednet.org Phone: (630) 574-0650 ext. 5128 Fax: (630) 574-0132

Ben Yates Eastern Regional Manager and Manager of Membership Services 650 E. Algonquin Road, Suite 305 Schaumburg, IL 60173 Email: byates@aednet.org Phone: (630) 574-0650 ext. 5130 Fax: (630) 574-0132

South Central Region If you have any inquiries on the South Central region, please contact Jon Cruthers at 630-574-0650 etx. 5127 or jcruthers@aednet.org.

• AB • BC • IA • IN • IL • NB • ND • NL • NS • NT • NU

• MB • MI • MN • OH • ON • PE • PQ • SD • SK • WI

States Covered: • AK • AZ • CA • CO • HI • ID • MT

• NM • NV • OR • UT • WA • WY

States Covered: • AL • CT • DE • FL • GA • MA • MD • ME • NC

• NH • NJ • NY • PA • RI • SC • TN • VA • VT • WV

States Covered: • AR • KS • KY • MO • MS

• NE • OK • LA • TX

Branch Management

2017 WEBINARS

Show your employees that you’re serious about their professional growth by registering for AED’s industry-specific webinars. Webinars can be purchase at lms.aedu.org for $95.00/ members or $145.00/non-members.

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Everyone’s in Sales: Building a Sales Culture Todd Cohen / May 11 / 10:00 am

We will take a close look at why job descriptions are not

As business professionals you always need to find new and

as effective in today’s employment marketplace as they

creative ways to drive more sales! Todd’s webinar is all about

once were. The solutions to these challenges are knowing

building a successful sales culture so more sales happen!

and understanding your audience, differentiating between

As he shares his story of how he has successfully built a

features and benefits and packaging the open position as

business by practicing very practical methodologies, Todd

an opportunity. In addition, we will discuss what employer

Cohen covers such areas as developing a professional value

branding is, and how it can positively or negatively affect

proposition and developing a virtual sales team.

your ability to hire top talent.

Double Your Productivity: Organize Your Time and Career John Chapin / Aug. 17 / 10:00 am

The Art of the Deal: Buying, Selling & Valuing Your Equipment Dealership in Today’s Market Rex Collins / June 15 / 10:00 am

This webinar focuses on the best and most cutting edge time

In today’s market, dealership professionals must know the

size-fits-all, “you-must-do-it-this-way” presentation. This

specific value, worth and growth potential of their business for strategic planning for the future. This webinar will discuss how deals are actually put together and how value is determined in the real world by referencing recent transactions/ negotiations.

management and organization techniques. This isn’t a oneprogram will help you find the system that works best for you and show you once and for all how to get your life in order. Participants will learn to get twice as much done in the same amount of time, set priorities and keep them straight and maximum time on the tasks that pay you the most.

Best Practices for Employee Termination Karla Dobbeck / Sept. 21 / 10:00 am Terminating an employee can be a challenging activity in any organization. During this webinar you will learn what documentation to have in place, how to conduct the termination meeting, what pitfalls to avoid and how to maintain dignity throughout the process.

Customer Service : Standing Out from The Crowd Bobby Weber / Dec. 8 / 10:00 am Each person in your organization who interacts with customers will influence your customers’ experience either positively or negatively; in this regard, you are only as strong as your weakest link. This webinar will provide best practices for creating a positive customer service culture where customers can see your team’s commitment to excellence. Attendees will gain practical principles to help them meet and exceed customer expectations and build lasting customer loyalty.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

Leadership Conference August 20-22, 2017 Fairmont Sonoma Mission Inn & Spa 100 Boyes Blvd. Sonoma, California 95476 Develop the leadership skills of your dealership’s young professionals. Network and collaborate with professionals in similar roles and stages of their careers. AED members use this conference to prepare future leaders for more responsibility within the company and as a platform for middle and senior managers to discover new strategies and techniques. Summit/Construction Dealer Expo (CONDEX) January 15-19, 2018 The Mirage 3400 S Las Vegas Blvd., Las Vegas, Nevada 89109 AED 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 just entering the industry, it is easy to connect with peers in one location.

Branch Management Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

The AED Foundation Equipment Dealer Business War Games presented by PRISM June 4-6, 2017 Hilton Rosemont/Chicago O’Hare 5550 N River Rd, Rosemont, IL 60018 This Dealer War Game event puts the “keys in your hands” through simulation. It’s your dealership and you have important decisions to make: who to hire and how to train them, identifying target customers, pricing and stocking inventory, service department performance, and making a profit in the face of competition. Experience the rush of real competition and learn valuable strategy and business skills. Branch Manager Seminar November 9-10, 2017 Hilton Phoenix / Mesa 1011 W Holmes Ave, Mesa, AZ 85210 This program is designed to address all the skill sets, processes, techniques, and even the time management skills necessary to become a top performing branch manager. Topics include financial goals, recruiting and hiring, operational efficiency and customer service improvement. AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

Branch Management

Meetings & Networking Events

Branch Management

Self-Study Courses

When you take a self-study course, there is no additional cost for travel or time away from the dealership. Self-study courses can be purchase at lms.aedu.org for $295.00/ members or $590.00/non-members.

Branch Management Certification

The AED Foundation’s comprehensive management branch certification programs offer a blended curriculum of leadership and operational coursework to give managers the acuity they need to succeed. Each program offers branch managers the opportunity to complete learning requirements via web-based, self-paced courses. This certification provides branch managers with a national credential recognized by the equipment distribution industry. For more information, please contact Rebecca Lintow, rlintow@aednet.org or 630-468-5113.

Benchmarking Reports Employee Compensation Handbook AED Member Price: $595.00/ Non-Member Price: $1,095.00 The most comprehensive reference tool spanning numerous distribution industries, providing a benchmark for compensating your employees. State Dealer Protection Laws AED Member Price: $395.00 / Non-Member Price: $790.00 AED’s State Dealer Protection Law Book is designed to provide a better understanding of a dealer’s basic legal rights and obligations under state statutes. Contract Report AED Member Price: $595.00 / Non-Member Price: $1,095.00 This contract guide is an extremely useful tool for an equipment dealer negotiating various contracts. Topics covered include the anti-indemnity statutes enacted in various states (along with a discussion of their impact on the indemnification provisions contained in equipment distribution statutes), the interrelationship between insurance policies purchased by equipment distributors, the indemnity provisions of equipment distributor contracts, an expanded discussion of the pros and cons of arbitration, and a 50-state case law update on cases affecting equipment distributor contracts. Product Support Opportunities AED Member Price: $595.00 / Non-Member Price: $1,095.00 The ultimate sales tool for every product support manager. This report is tailored to give distributors an inside understanding of where the business is going and why, while providing a detailed analysis of the customer service skills it will take to bring the lion’s share of product support back where it belongs — the AED factory-authorized dealership.

2018 summit & condex January 15-19, 2018 | The Mirage | Las Vegas, Nevada

Focus on Your Dealership and Maximize Your Business Opportunities At AED’s Summit & Construction Dealer Expo (CONDEX) 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 your peers in one location. Visit www.aedsummit.com to view all of the on-site educational options available.

Summit

Summit provides more than 35 dealer education sessions with seven different learning tracks to choose from.

CONDEX

The Construction Dealer Expo (CONDEX) allows you to browse hundreds of companies all in one location. Use the trade show to plan for the year ahead. Take the time to find out what your customers are looking for and how the exhibitors can help in getting your dealership there.

Keynote Speakers

You will not be disappointed in the world-class keynote speakers that will deliver once-ina-lifetime presentations. Our 2018 keynote speakers will join the ranks of previous noteworthy headliners, including former President George W. Bush, Former Vice President and Secretary of State Dick Cheney, Daymond John from ABC’s hit show Shark Tank, and more!

Networking Opportunities

Success is all about relationships, and Summit is your chance to build and expand a solid foundation of business relationships.

Dealership Operations / Leadership and Executive Development

2017 WEBINARS

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Tips for Lowering Your Rental Fleet Total Cost of Ownership DLL / March 16 / 10:00 am

We will take a close look at why job descriptions are not

As the rental market continues to grow, dealers need to be

as effective in today’s employment marketplace as they

monitoring the utilization of their equipment so they can

once were. The solutions to these challenges are knowing

make the right decisions that help lower their Total Cost of

and understanding your audience, differentiating between

Ownership (TCO). In this session, DLL’s Global Fleet Asset

features and benefits, and packaging the open position as

Manager Theo Rennenberg will share best practices for

an opportunity. In addition, we will discuss what employer

implementing and maintaining an effective fleet management

branding is, and how it can positively or negatively affect

program. He will also explain why having the right financial

your ability to hire top talent.

structures in place can make all the difference and save your dealership thousands of dollars.

Your Surplus Inventory is on Fire! Bill Mayes / April 20 / 10:00 am If surplus parts inventory was a fire in your parts department, you wouldn’t think twice about getting rid of it! Surplus inventory or dead stock – whatever you call it, it is a common problem. It ties up capital, and nobody will give you credit for having it just in case they need it. How do you identify it, manage it, reduce it and prevent it? Take a new look at your inventory to see how you can free up capital and stock parts that generate profit and raise customer satisfaction.

Everyone is in Sales: Building a Sales Culture! Todd Cohen / May 11 / 10:00 am As business professionals, you always need to find new and creative ways to drive more sales. Todd’s webinar is all about building a successful sales culture so more sales happen! As he shares his story of how he has successfully built a business by practicing very practical methodologies, Todd Cohen covers such areas as developing a professional value proposition and developing a virtual sales team.

The Art of the Deal: Buying, Selling & Valuing Your Equipment Dealership in Today’s Market Rex Collins / June 15 / 10:00 am

Mobile Resource Management CDK Global / July 20 / 10:00 am

In today’s market, dealership professionals must know

expect to be able to access their accounts, request services,

the specific value, worth and growth potential of their business for strategic planning for the future. This webinar will discuss how deals are actually put together and how value is determined in the real world by referencing recent transactions/negotiations.

It’s a digital world now, and future success depends on how well businesses serve their customers via mobile technology. Heavy equipment dealerships and their customers now and schedule technicians on their devices, 24/7. We’ll discuss the mobile tools available to today’s heavy equipment dealer—and why it’s essential to put them to work for your business.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

2017 WEBINARS

Double Your Productivity: Organize Your Time and Career John Chapin / Aug. 17 / 10:00 am This webinar focuses on the best and most cutting-edge time management and organization techniques. This isn’t a onesize-fits-all, “you-must-do-it-this-way” presentation. This program will help you find the system that works best for you and show you once and for all how to get your life in order. Participants will learn to get twice as much done in the same

Best Practices for Employee Termination Karla Dobbeck / Sept. 21 / 10:00 am Terminating an employee can be challenging in any organization. During this webinar you will learn what documentation to have in place, how to conduct the termination meeting, what pitfalls to avoid and how to maintain dignity throughout the process.

amount of time, set priorities and keep them straight, and spend maximum time on the tasks that pay you the most.

Dealer Tax Opportunities Thomas McCarr / Oct. 19 / 10:00 am Tax planning opportunities are often overlooked by equipment distributors, including opportunities to either accelerate tax deductions or to defer the recognition of taxable income. This webinar will focus on tax opportunities involving dealer inventory, accounts receivable, accrued and prepaid expenses, fixed assets, and how and when to implement beneficial changes in your tax accounting methods.

Learning to love your Rental Department Bill Mayes / Nov. 16 / 10:00 am When you think about it, the service department has more in common with the rental department than any other department in the dealership. It is the only other department that sells TIME. Utilization is key, and an hour lost is an hour that can never be sold. Learn how you can make each others’ lives easier and more profitable.

Customer Service: Standing Out from The Crowd Bobby Weber / Dec. 8/ 10:00 am Each person in your organization who interacts with customers will influence your customers’ experience either positively or negatively; in this regard, you are only as strong as your weakest link. This webinar will provide best practices for creating a positive customer service culture where customers can see your team’s commitment to excellence. Attendees will gain practical principles to help them meet and exceed customer expectations and build lasting customer loyalty.

Dealership Operations / Leadership and Executive Development

Meetings & Networking Events

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

Washington Fly-In April 4-6, 2017 The Liason Capitol Hill 415 New Jersey Ave NW, Washington, D.C. 20001 The construction equipment industry’s top public policy and advocacy event. Gain valuable intelligence about emerging threats and opportunities facing your company and the sectors you serve. Hear the latest from the campaign trail while engaging with policy makers to advocate for pro-growth infrastructure, tax and regulatory policy on Capitol Hill. Attendees will hear directly from members of Congress, administration officials and policy experts about what’s ahead for their business. Financial/HR Symposium April 26-28, 2017 Hyatt Regency Miami 400 SE 2nd Ave, Miami, Florida 33131 Over the course of this day-and-a-half conference, attendees will have access to a variety of educational learning sessions with topics including recruiting, the economy, legal issues and tax updates. Network and collaborate with your industry peers. Leadership Conference August 20-22, 2017 Fairmont Sonoma Mission Inn & Spa, 100 Boyes Blvd. Sonoma, California 95476 Develop the leadership skills of your dealership’s young professionals. Network and collaborate with professionals in similar roles and stages of their careers. AED members use this conference to prepare future leaders for more responsibility within the company and as a platform for middle and senior managers to discover new strategies and techniques. Equipment Economic Forum September 12-14, 2017 Location to be determined, please visit bit.ly/aedevents for more information. This two-day conference for dealer principals and their executive teams will focus on current economic trends and market insights designed to help you make informed business decisions for the upcoming year. Ottawa Public Policy Briefing Date & Location to be determined, please visit bit.ly/aedevents for more information. During this meeting, you will hear from a range of impactful speakers about policy issues affecting the construction, energy, farming and mining equipment industries in Canada. In addition, you will have the opportunity to meet and network with peers from across the country. Summit/Construction Dealer Expo (CONDEX) January 15-19, 2018 The Mirage 3400 S Las Vegas Blvd., Las Vegas, Nevada 89109 AED 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.

Executive Development Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

The AED Foundation Equipment Dealer Business War Games presented by PRISM June 4-6, 2017 Hilton Rosemont/Chicago O’Hare 5550 N River Rd, Rosemont, IL 60018 This Dealer War Game event puts the “keys in your hands” through simulation. It’s your dealership and you have important decisions to make: who to hire and how to train them, identifying target customers, pricing and stocking inventory, service department performance, and making a profit in the face of competition. Experience the rush of real competition and learn valuable strategy and business skills. AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

Self-Study Courses

People Management 101 This People Management module will focus on the importance and challenges of the following: Strategy Execution, Business Culture and Values, Accountability, and Employee Engagement. It will end with an introduction to a new High Performance Model that will connect all the pieces we have covered – strategy, organizational culture processes, accountability, employee engagement, and achieving results. People Management 102 This People Management module will focus on the importance and challenges of aligning resources (time, money, and talent). We will specifically look at aligning: a) a People Strategy (the plan); b) key organizational culture processes (OCPs) that Inform, Teach, and Reinforce; and c) individual and team behavior. There will also be a section that specifically looks at some critical legal considerations. People Management 103 This People Management module will focus on championing results. We will focus on four key elements and the following learning objectives: self-assessment and awareness, competency trends, creating a motivating workplace, and practical techniques to champion results. Financial Management 101 A course designed to help you harness the power of accounting by teaching you the fundamental elements of accounting and business finance. This course will give you a foundational introduction to basic accounting and finance terms, practices, and methods. The course will also teach you how to read, interpret, and understand the three major financial statements a dealership uses to tell its story: the balance sheet, income statement, and cash flow statement. Financial Management 102 A course designed to help you calculate and interpret the financial ratios most commonly used in the equipment distribution industry. Ratio Analysis enables you to spot industry trends and compare your company’s performance with the average performance of similar distributorships in the heavy equipment industry.

Dealership Operations / Leadership and Executive Development

Dealership Operations / Leadership and

Branch Management Dealership Operations / Leadership and Executive Development

Benchmarking Reports Cost of Doing Business Report AED Member Price: $595.00 / Non-Member Price $1,190 The most up-to-date comparative financial performance information, provided exclusively through AED. This report provides information that enables dealers to evaluate their operating results. Participating dealerships receive a free copy of the published report along with a personalized performance analysis. Employee Compensation Handbook AED Member Price: $595.00 / Non-Member Price: $1,095.00 The most comprehensive reference tool spanning numerous distribution industries, providing a benchmark for compensating your employees. State Dealer Protection Laws AED Member Price: $395.00 / Non-Member Price: $790.00 AED’s State Dealer Protection Law Book is designed to provide a better understanding of a dealer’s basic legal rights and obligations under state statutes. Contract Report AED Member Price: $595.00 / Non-Member Price: $1,095.00 This contract guide is an extremely useful tool for an equipment dealer negotiating various contracts. Topics covered include the anti-indemnity statutes enacted in various states (along with a discussion of their impact on the indemnification provisions contained in equipment distribution statutes), the interrelationship between insurance policies purchased by equipment distributors, the indemnity provisions of equipment distributor contracts, an expanded discussion of the pros and cons of arbitration, and a 50-state case law update on cases affecting equipment distributor contracts. Rental Report AED Member Price: $595.00 / Non-Member Price: $1,095.00 The rental market has matured and is now entering a new phase, or tipping point, in which rentals will play a greater role in equipment users’ mix of equipment usage. Most analysts believe that 50% or more of new equipment sold in the future will pass through one of several rental channels. Some, but not all, of those channels include AED members. This report will provide insights into the future of rentals that members will find useful in their business planning. Product Support Opportunities AED Member Price: $595.00 / Non-Member Price: $1,095.00 The ultimate sales tool for every product support manager. This report is tailored to give distributors an inside understanding of where the business is going and why, while providing a detailed analysis of the customer service skills it will take to bring the lion’s share of product support back where it belongs—the AED factory-authorized dealership.

Did you know AED has an exclusive group for dealer executives? AED’s Dealer 20 Group was established as a peer group with the goal of taking the business of your dealership to the next-level. There is no other meeting quiet like this one! 20 Group members have the opportunity to collaborate, share new techniques that can be utilized within their own dealerships, work on financial goals, develop best practices and more! What does your exclusive membership include? Exclusive Dealer Financial Statements and Ranking, Peer Group Dynamics, AED Facility Tours, Professional Industry Moderator and a Guest Speakers.

If you would like to know more information or have any questions, please contact Jason K. Blake at 800-388-0650 or jblake@aednet.org.

Branch Management

2017 FINANCIAL/HR SYMPOSIUM April 26-28, 2017 | Hyatt Regency Miami | Miami, Florida Over the course of this day-and-a-half conference, attendees will have access to a variety of educational learning sessions with topics that include next-generation recruiting for technicians, legal must-knows for financial executives, what to do if you get audited and more! Each year attendees walk away with an abundance of information to take back to their dealership — register to see what all the buzz is about!

STRATEGIES FOR SUCCESS

Top Three Reasons You’ll Want To Attend This Year’s Financial/HR Symposium LEARN. This annual symposium is designed to update financial and human resource dealer professionals on important issues that impact their areas of responsibility. INTERACT. Don’t miss the opportunity to interact, talk, ask questions and have group discussions on industry-related issues and topics with your peers. DEVELOP. Financial and human resource professionals will gain insight and industry-specific tools through our special educational sessions, such as, dealer tax opportunities, innovative work methods, how does your company look to potential employees, banking trends and more!

Finance / Risk Management

2017 WEBINARS

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Tips for Lowering your Rental Fleet Total Cost of Ownership DLL / March 16 / 10:00 am

We will take a close look at why job descriptions are not

As the rental market continues to grow, dealers need to be

as effective in today’s employment marketplace as they

monitoring the utilization of their equipment so they can

once were. The solutions to these challenges are knowing

make the right decisions that help lower their Total Cost of

and understanding your audience, differentiating between

Ownership (TCO). In this session, DLL’s Global Fleet Asset

features and benefits, and packaging the open position as

Manager Theo Rennenberg will share best practices for

an opportunity. In addition, we will discuss what employer

implementing and maintaining an effective fleet management

branding is, and how it can positively or negatively affect

program. He will also explain why having the right financial

your ability to hire top talent.

structures in place can make all the difference and save your dealership thousands of dollars.

The Art of the Deal: Buying, Selling & Valuing Your Equipment Dealership in Today’s Market Rex Collins / June 15 / 10:00 am In today’s market, dealership professionals must know the specific value, worth and growth potential of their business for strategic planning for the future. This webinar will discuss how deals are actually put together and how value is determined in the real world by referencing recent transactions/negotiations.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

Financial/HR Symposium April 26-28, 2017 Hyatt Regency Miami 400 SE 2nd Ave, Miami, Florida 33131 Over the course of this day-and-half conference, attendees will have access to a variety of educational learning sessions with topics including recruiting, the economy, legal issues and tax updates. Network and collaborate with your industry peers. Equipment Economic Forum September 12-14, 2017 Location to be determined, please visit bit.ly/aedevents for more information. This two-day conference for dealer principals and their executive teams will focus on current economic trends and market insights designed to help you make informed business decisions for the upcoming year. Summit/Construction Dealer Expo (CONDEX) January 15-19, 2018 The Mirage 3400 S Las Vegas Blvd., Las Vegas, Nevada 89109 AED 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.

Self-Study Courses

Financial Management 101 A course designed to help you harness the power of accounting by teaching you the fundamental elements of accounting and business finance. This course will give you a foundational introduction to basic accounting and finance terms, practices, and methods. The course will also teach you how to read, interpret, and understand the three major financial statements a dealership uses to tell its story: the balance sheet, income statement, and cash flow statement. Financial Management 102 A course designed to help you calculate and interpret the financial ratios most commonly used in the equipment distribution industry. Ratio Analysis enables you to spot industry trends and compare your company’s performance with the average performance of similar distributorships in the heavy equipment industry.

Finance & Risk Management Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

Finance / Risk Management

Meetings & Networking Events

Finance / Risk Management

Finance & Risk Management Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

Branch Management

2017 Leadership conference August 20-22, 2017 | Fairmont Sonoma Mission Inn & Spa | Sonoma, California

BUILDING BLOCKS to Developing a WINNING TEAM Developing QUALIFIED leaders and the effort it takes to acquire the RIGHT candidates can be a difficult process. AED’s Leadership Conference is designed specifically for the rising talent in your dealership. The emerging leaders will work among their peers to develop new skills for managing and leading productivity and to learn new techniques to take back to the dealership.

Are you a business owner or a manager who is: • Looking to develop the next generation of leaders for your family owned business? • Interested in forming a deep, sustainable team to ensure that you and your organization will remain successful? • Searching for new technology trends within the equipment industry? • Learning critical leadership skills including dynamics of change in culture, laws of leading and discovering diverse forms of influence? If so, join AED on Sunday, August 20 Tuesday, August 22 for an informational conference where attendees can expand their horizons and explore the future of their business on a whole new level.

HR / People Management / Recruiting

2017 WEBINARS

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Tips for Lowering your Rental Fleet Total Cost of Ownership DLL / March 16 / 10:00 am

We will take a close look at why job descriptions are not

As the rental market continues to grow, dealers need to be

as effective in today’s employment marketplace as they

monitoring the utilization of their equipment so they can

once were. The solutions to these challenges are knowing

make the right decisions that help lower their Total Cost of

and understanding your audience, differentiating between

Ownership (TCO). In this session, DLL’s Global Fleet Asset

features and benefits, and packaging the open position as

Manager Theo Rennenberg will share best practices for

an opportunity. In addition, we will discuss what employer

implementing and maintaining an effective fleet management

branding is, and how it can positively or negatively affect

program. He will also explain why having the right financial

your ability to hire top talent.

structures in place can make all the difference and save your dealership thousands of dollars.

The Art of the Deal: Buying, Selling & Valuing Your Equipment Dealership in Today’s Market Rex Collins / June 15 / 10:00 am

This webinar focuses on the best and most cutting-edge time

In today’s market, dealership professionals must know

management and organization techniques. This isn’t a one-

Best Practices for Employee Termination Karla Dobbeck / Sept. 21 / 10:00 am

Double Your Productivity: Organize Your Time and Career John Chapin / Aug. 17 / 10:00 am

size-fits-all, “you-must-do-it-this-way” presentation. This program will help you find the system that works best for you and show you once and for all how to get your life in order. Participants will learn to get twice as much done in the same amount of time, set priorities and keep them straight, and spend maximum time on the tasks that pay you the most.

Customer Service: Standing Out from The Crowd Bobby Weber / Dec. 8 / 10:00 am Each person in your organization who interacts with customers

Terminating an employee can be challenging in any

will influence your customers’ experience either positively

organization. During this webinar you will learn what

or negatively; in this regard, you are only as strong as your

documentation to have in place, how to conduct the

weakest link. This webinar will provide best practices for

termination meeting, what pitfalls to avoid and how to

creating a positive customer service culture where customers

maintain dignity throughout the process.

can see your team’s commitment to excellence. Attendees will gain practical principles to help them meet and exceed customer expectations and build lasting customer loyalty.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

HR/People Management/Recruiting Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

The AED Foundation Equipment Dealer Business War Games presented by PRISM June 4-6, 2017 Hilton Rosemont/Chicago O’Hare 5550 N River Rd, Rosemont, IL 60018 This Dealer War Game event puts the “keys in your hands” through simulation. It’s your dealership and you have important decisions to make: who to hire and how to train them, identifying target customers, pricing and stocking inventory, service department performance, and making a profit in the face of competition. Experience the rush of real competition and learn valuable strategy and business skills. AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

HR / People Management / Recruiting

Meetings & Networking Events

HR / People Management / Recruiting

Self-Study Courses

Tech Assessments For Pre-Hire and Employed Service Technicians AED Foundation Technical Assessments provide you with a convenient online tool to evaluate entry-level or experienced technicians’ core technical knowledge in key subject areas. Available in both English and Spanish, AED Technical Assessments are priced at $50 per test for AED members and $150 for non-AED members. Once your company’s online assessments admin area is set up by Foundation staff, tests can be ordered conveniently by credit card. We encourage you to explore how AED Foundation Technical Assessments can benefit your technician hiring and evaluation process. For more information, please contact Rebecca Lintow, rlintow@aednet.org or 630-468-5113.

Branch Management

2017 Equipment economic forum Drivers of the Industry

Engage With Industry Thought Leaders On Today’s Current Issues: • Two Days: The Equipment Economic Forum is an intensive two-day conference that is designed with your valuable time in mind.

Equipment Economic Forum brings together the industry’s top thought leaders and executives to discuss current and future challenges for equipment distributors and manufacturers. Topics such as market conditions and customer confidence will give you the chance to discuss financial issues that could arise in both areas and how they could affect your organization in the future. Political initiatives and insights will give you the foresight to know about the rising topics of conversation in government pertaining to dealers and manufacturers.

• 100+ Industry Attendees: Join your peer executives from the equipment industry to discuss challenges, threats and opportunities facing equipment distributors and manufacturers today and in the future.

Examining these topics with the top executives and thought leaders in your industry will broaden your horizons on these issues and give insight into the future of the industry.

• 15+ Thought Leaders: The Equipment Economic Forum brings together the industry’s top thought leaders and executives to discuss current and future challenges for equipment distributors and manufacturers.

Parts Department

2017 WEBINARS

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Your Surplus Inventory is on Fire! Bill Mayes / April 20 / 10:00 am If surplus parts inventory was a fire in your parts department,

We will take a close look at why job descriptions are not

you wouldn’t think twice about getting rid of it! Surplus

as effective in today’s employment marketplace as they

inventory or dead stock – whatever you call it, it is a common

once were. The solutions to these challenges are knowing

problem. It ties up capital, and nobody will give you credit

and understanding your audience, differentiating between

for having it just in case they need it. How do you identify it,

features and benefits, and packaging the open position as

manage it, reduce it and prevent it? Take a new look at your

an opportunity. In addition, we will discuss what employer

inventory to see how you can free up capital and stock parts

branding is, and how it can positively or negatively affect

that generate profit and raise customer satisfaction.

your ability to hire top talent.

The Art of the Deal: Buying, Selling & Valuing Your Equipment Dealership in Today’s Market Rex Collins / June 15 / 10:00 am

Mobile Resource Management CDK Global / July 20 / 10:00 am

In today’s market, dealership professionals must know

expect to be able to access their accounts, request services,

Customer Service: Standing Out from The Crowd Bobby Weber/ Dec. 8/ 10:00 am Each person in your organization who interacts with customers will influence your customers’ experience either positively or negatively; in this regard, you are only as strong as your weakest link. This webinar will provide best practices for creating a positive customer service culture where customers can see your team’s commitment to excellence. Attendees will gain practical principles to help them meet and exceed customer expectations and build lasting customer loyalty.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

Summit/Construction Dealer Expo (CONDEX) January 15-19, 2018 The Mirage 3400 S Las Vegas Blvd., Las Vegas, Nevada 89109 AED 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.

Parts Department Seminars

Reserve your spot today, visit bit.ly/aedevents for more information.

Parts Manager Development Seminar- Level 1 March 21-22, 2017 Hyatt Place Atlanta Airport North 3415 Norman Berry Dr, East Point, GA 30344 This program will provide parts managers with the tools to run a more efficient and profitable department. Topics include determining the departmental financial goals; operational approaches to serving internal and external customers; and tools for recruiting, hiring and onboarding new employees. The AED Foundation Equipment Dealer Business War Games presented by PRISM June 4-6, 2017 Hilton Rosemont/Chicago O’Hare 5550 N River Rd, Rosemont, IL 60018 This Dealer War Game event puts the “keys in your hands” through simulation. It’s your dealership and you have important decisions to make: who to hire and how to train them, identifying target customers, pricing and stocking inventory, service department performance, and making a profit in the face of competition. Experience the rush of real competition and learn valuable strategy and business skills. Parts Manager Development Seminar- Level 2 September 26-27, 2017 Hyatt Regency St. Louis at The Arch 315 Chestnut St, St. Louis, MO 63102 This seminar will give you the tools to take your parts department to the next level. Learning objectives include understanding the importance of parts merchandising, tracking successful marketing, and how to serve large customer markets. (Attendance at level 1 not required) AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

Parts Department

Meetings & Networking Events

Parts Department

Self-Study Courses

Parts Management 101 The purpose of this course is to provide new or first-time managers with a foundation of the most important fundamentals that you will need to master on your way to becoming a truly Professional Parts Manager. When you finish you will have a good understanding of: how a dealership needs to be a balanced organization with the Parts Department as a vital part of that organization, basic financial terminology used in the Parts Department and how to use it in managing your performance, the sales aspects of your department and the role that customer satisfaction plays and how to get things done through effective action plans, goals and employee coaching. Parts Management 102 This course will elaborate on many familiar concepts and topics from the Parts of Service Management course, as well as introducing many new best practices and information unique to the parts department. The parts customer relations process and how the entire parts staff must focus on the execution of process and skills of communication, follow-up, motivation and reward will be discussed in this course. Participants will also gain knowledge on how the parts department operations can improve inventory management, increase parts sales, reduce obsolete/surplus parts, and net profit that exceeds 15% (the 2nd highest for the dealership). Parts Management Certification The AED Foundation’s comprehensive management parts certification programs offer a blended curriculum of leadership and operational coursework to give managers the acuity they need to succeed. Each program offers parts managers the opportunity to complete learning requirements via web based, self-pace courses. This certification provide parts managers with a national credential recognized by the equipment distribution industry. For more information, please contact Rebecca Lintow, rlintow@aednet.org or 630-468-5113.

Benchmarking Reports Product Support Opportunities AED Member Price: $595.00 / Non-Member Price: $1,095.00 The ultimate sales tool for every product support manager. This report is tailored to give distributors an inside understanding of where the business is going and why, while providing a detailed analysis of the customer service skills it will take to bring the lion’s share of product support back where it belongs—the AED factory-authorized dealership.

Branch Management

AED Management institute development AED members asked for a program to grow the next generation of managers as equipment distribution business leaders. AED has responded with Management Development Institute (MDI), a quick-hitting, broad-based program that compares favorably with prestige leadership programs at major universities, and goes beyond them by integrating BOTH industry-specific content and leadership “soft skills.”

MDI is designed to improve the odds of your future success by developing your next generation talent bench so they can lead effectively in today’s demanding work environment, and grow to meet tomorrow’s business challenges. MDI will help you retain your talented highpotentials, who expect professional career development as part of your employment promise. Ask yourself: • Are your next-level managers able to elevate their performance and that of their teams to a higher level as your business grows? • Are your managers able to see the big picture and take on more responsibility so your business can expand through growth or acquisition? • Are you building a bench of highpotential managers who can run the business for you?

Rental Department

2017 WEBINARS

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Tips for Lowering your Rental Fleet Total Cost of Ownership DLL / March 16 / 10:00 am

We will take a close look at why job descriptions are not

As the rental market continues to grow, dealers need to be

as effective in today’s employment marketplace as they

monitoring the utilization of their equipment so they can

once were. The solutions to these challenges are knowing

make the right decisions that help lower their Total Cost of

and understanding your audience, differentiating between

Ownership (TCO). In this session, DLL’s Global Fleet Asset

features and benefits, and packaging the open position as

Manager Theo Rennenberg will share best practices for

an opportunity. In addition, we will discuss what employer

implementing and maintaining an effective fleet management

branding is, and how it can positively or negatively affect

program. He will also explain why having the right financial

your ability to hire top talent.

structures in place can make all the difference and save your dealership thousands of dollars.

Mobile Resource Management CDK Global / July 20 / 10:00 am It’s a digital world now, and future success depends on how well businesses serve their customers via mobile technology. Heavy equipment dealerships and their customers now expect to be able to access their accounts, request services, and schedule technicians on their devices, 24/7. We’ll discuss the mobile tools available to today’s heavy equipment dealer—and why it’s essential to put them to work for your business.

Customer Service: Standing Out from The Crowd Bobby Weber/ Dec. 8/ 10:00 am Each person in your organization who interacts with customers will influence your customers’ experience either positively or negatively; in this regard, you are only as strong as your weakest link. This webinar will provide best practices for creating a positive customer service culture where customers can see your team’s commitment to excellence. Attendees will gain practical principles to help them meet and exceed customer expectations and build lasting customer loyalty.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

Rental Management Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

Basic Rental Management Seminar May 18-19, 2017 Embassy Suites by Hilton Baltimore at BWI Airport 1300 Concourse Dr, Linthicum Heights, MD 21090 The Basic Rental Management seminar will be for those individuals and dealerships that have limited experience with managing a rental fleet (less than 50 machines). The course materials and discussions will include the formation of a profitable rental fleet, guidelines for establishing rental rates, and understanding of operational processes that directly impact profitability. In addition, we will review the required personnel needed to properly support a rental fleet, along with job descriptions and candidate profiles. The AED Foundation Equipment Dealer Business War Games presented by PRISM June 4-6, 2017 Hilton Rosemont/Chicago O’Hare 5550 N River Rd, Rosemont, IL 60018 This Dealer War Game event puts the “keys in your hands” through simulation. It’s your dealership and you have important decisions to make: who to hire and how to train them, identifying target customers, pricing and stocking inventory, service department performance, and making a profit in the face of competition. Experience the rush of real competition and learn valuable strategy and business skills. Advanced Rental Management Seminar October 12-13, 2017 Hyatt Regency Cleveland at The Arcade 420 Superior Ave, Cleveland, OH 44114 The Advanced Rental Management seminar will be for those individuals and dealerships that are primarily focused on strategically growing rental revenues. The topics presented and discussion groups include an in-depth look at the financial risk associated with growing a rental fleet, understanding the key operational processes, and monitoring/measuring methods that yield high performance. Most dealers continue to struggle with proper resource alignment between their rental efforts and the strategic growth of the company. Our various breakout discussions help leverage knowledge and experience across the managers in attendance. AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

Rental Department

Meetings & Networking Events

Rental Department

Self-Study Courses

Rental Management 101 The aim of this course is to equip learners with a baseline understanding of how the rental industry has evolved over the last 50 years into a powerful delivery channel, and the critical success factors necessary for a dealer to compete in this space. This selfpaced course will help shape your vision and understanding of the rental industry and allow you to begin to review, challenge and improve your own rental department. Rental Management 102 The aim of this course is to equip learners with a more detailed understanding of the activities within a rental department that ultimately influence profitability. It begins with having the right people in the right positions, and having them properly trained and knowledgeable about the machines within the rental fleet. You will gain insight into the many considerations that go into establishing rental rates. One of the important policies that the company needs to consider is what to do about customers, insurance certificates and damage waivers. You will gain a detailed understanding of the key benefits of a well-thought-out Rental Protection Plan. Rental Management 103 The aim of this course is to equip the learner with the knowledge and understanding that is required to begin working in the position of rental manager. There are many dynamics to this job that require real understanding and focus to achieve any level of profitable results. At first glance it might appear that the rental manager primarily reacts to crisis situations throughout the day, and as long as the conflict is resolved and the customer is happy, then it has been a successful day. In reality, rental management is much broader and more complex. Not only are people skills vitally important to the daily operations of the department, but business management skills combined with critical thinking are required to effectively manage an investment portfolio of machines. Rental Management Certification The AED Foundationâ&#x20AC;&#x2122;s comprehensive management rental certification programs offer a blended curriculum of leadership and operational coursework to give managers the acuity they need to succeed. Each program offers rental managers the opportunity to complete learning requirements via web based, self-pace courses. This certification provide rental managers with a national credential recognized by the equipment distribution industry. For more information, please contact Rebecca Lintow, rlintow@aednet.org or 630-468-5113.

Benchmarking Reports Contract Report AED Member Price: $595.00 / Non-Member Price: $1,095.00 This contract guide is an extremely useful tool for an equipment dealer negotiating various contracts. Topics covered include the anti-indemnity statutes enacted in various states (along with a discussion of their impact on the indemnification provisions contained in equipment distribution statutes), the interrelationship between insurance policies purchased by equipment distributors, the indemnity provisions of equipment distributor contracts, an expanded discussion of the pros and cons of arbitration, and a 50-state case law update on cases affecting equipment distributor contracts. Rental Report AED Member Price: $595.00 / Non-Member Price: $1,095.00 The rental market has matured and is now entering a new phase, or tipping point, in which rentals will play a greater role in equipment usersâ&#x20AC;&#x2122; mix of equipment usage. Most analysts believe that 50% or more of new equipment sold in the future will pass through one of several rental channels. Some, but not all, of those channels include AED members. This report will provide insights into the future of rentals that members will find useful in their business planning.

Branch Management

2017 Washington fly-in April 4-6 | The Liason Capitol Hill |Washington D.C.

The Construction Equipment’s Top Advocacy & Public Policy Event AED’s Washington Fly-In is one of the only events for the equipment industry where attendees gain valuable intelligence about emerging threats and opportunities facing their companies and the sectors they serve. Join us for important visits with Members of Congress and their key staff on Capitol Hill, advocate for the industry and get up to speed on the issues impacting your company, and connect with other industry leaders to discuss critical items that will influence lawmakers.

YOUR GUIDE TO SUCCESS Takeaways you’ll bring back to your dealership: Hear and gain insight directly from policymakers about infrastructure, tax and regulatory issues that affect your company. Network and discuss with sector leaders who understand that what happens in Washington, D.C. has a huge impact on equipment markets and dealer costs of doing business. Attendees will gain an exclusive insider perspective on how to strategically affect key government decisions. Fly-In is an exclusive forum to elevate the industry’s issues on the national stage, move the ball forward on infrastructure, tax & regulatory policy and show elected leaders that distributors are an engaged political force.

Sales / Marketing / Customer Service

2017 WEBINARS

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Everyone is in Sales - Building a Sales Culture! Todd Cohen / May 11 / 10:00 am

We will take a close look at why job descriptions are not

As business professionals, you always need to find new and

as effective in today’s employment marketplace as they

creative ways to drive more sales. Todd’s webinar is all about

once were. The solutions to these challenges are knowing

building a successful sales culture so more sales happen!

and understanding your audience, differentiating between

As he shares his story of how he has successfully built a

features and benefits, and packaging the open position as

business by practicing very practical methodologies, Todd

an opportunity. In addition, we will discuss what employer

Cohen covers such areas as developing a professional value

branding is, and how it can positively or negatively affect

proposition and developing a virtual sales team.

your ability to hire top talent.

Double Your Productivity: Organize Your Time and Career John Chapin / Aug. 17 / 10:00 am

Customer Service: Standing Out from The Crowd Bobby Weber / Dec. 8 / 10:00 am Each person in your organization who interacts with customers

This webinar focuses on the best and most cutting-edge time

will influence your customers’ experience either positively

management and organization techniques. This isn’t a one-

or negatively; in this regard, you are only as strong as your

size-fits-all, “you-must-do-it-this-way” presentation. This

weakest link. This webinar will provide best practices for

program will help you find the system that works best for you

creating a positive customer service culture where customers

and show you once and for all how to get your life in order.

can see your team’s commitment to excellence. Attendees

Participants will learn to get twice as much done in the same

will gain practical principles to help them meet and exceed

amount of time, set priorities and keep them straight, and

customer expectations and build lasting customer loyalty.

spend maximum time on the tasks that pay you the most.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

Leadership Conference August 20-22, 2017 Fairmont Sonoma Mission Inn & Spa 100 Boyes Blvd. Sonoma, California 95476 Develop the leadership skills of your dealership’s young professionals. Network and collaborate with professionals in similar roles and stages of their careers. AED members use this conference to prepare future leaders for more responsibility within the company and as a platform for middle and senior managers to discover new strategies and techniques. Summit/Construction Dealer Expo (CONDEX) January 15-19, 2018 Las Vegas, Nevada AED 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.

Sales/Marketing/Customer Service Department Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

The AED Foundation Equipment Dealer Business War Games presented by PRISM June 4-6, 2017 Hilton Rosemont/Chicago O’Hare 5550 N River Rd, Rosemont, IL 60018 This Dealer War Game event puts the “keys in your hands” through simulation. It’s your dealership and you have important decisions to make: who to hire and how to train them, identifying target customers, pricing and stocking inventory, service department performance, and making a profit in the face of competition. Experience the rush of real competition and learn valuable strategy and business skills. AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

Self-Study Courses

Sales/Customer Service 101 A course designed to help you locate, impress, and retain a profitable customer base by teaching you the fundamental elements of marketing, sales and customer service. This course will give you a foundational introduction to marketing, the background for why there is a connection between customer loyalty and sales productivity, an overview of the behavioral skills that build strong customer relationships, and real-life best practices provided by your industry peers to help you put your new knowledge and skills into practice.

Sales / Marketing / Customer Service

Meetings & Networking Events

Service Department

2017 WEBINARS

Attracting Talented Candidates with Career Opportunities Justin Hubbard / Feb. 16 / 10:00 am

Your Surplus Inventory is on Fire! Bill Mayes / April 20 / 10:00 am If surplus parts inventory was a fire in your parts department,

We will take a close look at why job descriptions are not

you wouldn’t think twice about getting rid of it! Surplus

as effective in today’s employment marketplace as they

inventory or dead stock – whatever you call it, it is a common

once were. The solutions to these challenges are knowing

problem. It ties up capital, and nobody will give you credit

and understanding your audience, differentiating between

for having it just in case they need it. How do you identify it,

features and benefits, and packaging the open position as

manage it, reduce it and prevent it? Take a new look at your

an opportunity. In addition, we will discuss what employer

inventory to see how you can free up capital and stock parts

branding is, and how it can positively or negatively affect

that generate profit and raise customer satisfaction.

your ability to hire top talent.

Customer Service: Standing Out from The Crowd Bobby Weber / Dec. 8 / 10:00 am Each person in your organization who interacts with customers will influence your customers’ experience either positively or negatively; in this regard, you are only as strong as your weakest link. This webinar will provide best practices for creating a positive customer service culture where customers can see your team’s commitment to excellence. Attendees will gain practical principles to help them meet and exceed customer expectations and build lasting customer loyalty.

FIND MORE WEBINARS ON-DEMAND BY VISITING OUR DEALER LEARNING CENTER AT LMS.AEDU.ORG

Meetings & Networking Events Leadership Conference August 20-22, 2017 Fairmont Sonoma Mission Inn & Spa 100 Boyes Blvd. Sonoma, California 95476

Develop the leadership skills of your dealership’s young professionals. Network and collaborate with professionals in similar roles and stages of their careers. AED members use this conference to prepare future leaders for more responsibility within the company and as a platform for middle and senior managers to discover new strategies and techniques. Summit/Construction Dealer Expo (CONDEX) January 15-19, 2018 The Mirage 3400 S Las Vegas Blvd., Las Vegas, Nevada 89109 AED 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.

Self-Study Courses

Service Management 101 This course will provide service managers with a foundation of the most important fundamentals that they will need to master on their way to becoming a truly professional service manager. At the completion of this course you will have a good understanding of how a dealership needs to be a balanced organization with the service department as a vital part of that organization; basic financial terminology used in the service department and how to use it in managing your performance; the concepts of wage multiple and shop productivity and how these affect your profitability and ability to attract and retain good technicians; the sales aspect of your department and the role that customer satisfaction plays; and how to get things done through effective action plans, goals and employee coaching. Service Management 102 This course focuses on the importance of changing the current service processes and the resulting positive impact this will have on service department and total dealership productivity, effectiveness and profitability. Topics covered in this course include understanding technician time management and the fundamental formula for service gross profit; service department operations that can improve technician time management, increase service sales, improve quality, streamline processes and generate net pro¬fit that exceeds 25% (which is the highest for the dealership); and how to increase productivity and affect KPIs such as billing efficiency, work in process, and expense control by category. Service Management Certification The AED Foundation’s comprehensive management service certification programs offer a blended curriculum of leadership and operational coursework to give managers the acuity they need to succeed. Each program offers service managers the opportunity to complete learning requirements via web-based, self-pace courses. This certification provides service managers with a national credential recognized by the equipment distribution industry.

Tech Assessments For Pre-Hire and Employed Service Technicians AED Foundation Technical Assessments provide you with a convenient online tool to evaluate entry-level or experienced technicians’ core technical knowledge in key subject areas. Available in both English and Spanish, AED Technical Assessments are priced at $50 per test for AED members and $150 for non-AED members. Once your company’s online assessments admin area is set up by Foundation staff, tests can be ordered conveniently by credit card. We encourage you to explore how AED Foundation Technical Assessments can benefit your technician hiring and evaluation process.For more information, please contacr Rebecca Lintow, rlintow@aednet.org or 630-468-5113. REGISTER FOR SEMINARS, EVENTS, WEBINARS, AND MORE ONLINE AT WWW.AEDNET.ORG

Service Department

Reserve your spot early with AED’s early-bird special pricing, visit bit.ly/aedevents for more information.

Service Department

Service Department Seminars Reserve your spot today, visit bit.ly/aedevents for more information.

Service Manager Development Seminar- Level 1 March 23-24, 2017 Hyatt Place Atlanta Airport North 3415 Norman Berry Dr, East Point, GA 30344 Service managers will learn the tools to run a more efficient and profitable department. Learning objectives include assessing your departmental processes and procedures, determining the departmental financial goals, assessing your assets to provide exceptional service, and managing your warranty program. AED Business War Games by PRISM June 4-6, 2017 Hilton Rosemont/Chicago O’Hare 5550 N River Rd, Rosemont, IL 60018 This Dealer War Game event puts the “keys in your hands” through simulation. It’s your dealership and you have important decisions to make: who to hire and how to train them, identifying target customers, pricing and stocking inventory, service department performance, and making a profit in the face of competition. Experience the rush of real competition and learn valuable strategy and business skills. Service Manager Development Seminar- Level 2 September 28-29, 2017 Hyatt Regency St. Louis at The Arch 315 Chestnut St, St. Louis, MO 63102 This program will give you the resources to make your service department more efficient. Topics include understanding the importance of selling maintenance programs, how to serve large customer markets, and developing incentive programs. (Attendance at level 1 not required) AED’s Management Development Institute (MDI) AED’s Management Development Institute (MDI) is a unique three session program designed to improve the odds of your future success. This program will teach upcoming talent to grow and meet business challenges in the future. MDI combines both equipment industry-specific content and leadership soft skills with sessions taught by expert instructors, one-on-one coaching, assessments and skill-builder content.

Benchmarking Reports State Dealer Protection Laws AED Member Price: $395.00 / Non-Member Price: $790.00 AED’s State Dealer Protection Law Book is designed to provide a better understanding of a dealer’s basic legal rights and obligations under state statutes. Product Support Opportunities AED Member Price: $595.00 / Non-Member Price: $1,095.00 The ultimate sales tool for every product support manager. This report is tailored to give distributors an inside understanding of where the business is going and why, while providing a detailed analysis of the customer service skills it will take to bring the lion’s share of product support back where it belongs—the AED factory-authorized dealership.

Branch Management

2017 Ottawa Briefing The Equipment Industryâ&#x20AC;&#x2122;s Leading Canadian Public Policy Event AEDâ&#x20AC;&#x2122;s Ottawa Briefing will give you the opportunity to hear impactful government officials speak about infrastructure, electronic logging, tax policies and other topics affecting the equipment industry in Canada. You will also have the opportunity to meet and network with your peers from across the country as well as Members of Parliament.

Event Highlights: Dealers head to Parliament Hill for meetings with senior government officials to talk about transportation with respect to electronic logging, infrastructure, and tax policy, lunch in the Parliamentary Dining Room, and a visit to Question Period to get a first-hand look at the workings of government. The day will finish off with a tour of Parliament, and the beautiful and historic Centre Block, home to the House of Commons, Library, and Senate.

CED MAGAZINE CED is published by Associated Equipment Distributors, a nonprofit trade association founded in 1919, whose membership is primarily comprised of the leading equipment dealerships in the U.S. and Canada. AED membership also includes equipment manufacturers and industry-service firms. CED magazine has been published continuously since 1920.

April 2016

CED

Construction Equipment Distribution Published by AED: Business Fuel for a More Profitable Dealership

Train Like A Pro

Tips and Tools To Become An Effective Trainer

Savvy.

specifically on delivering relevant

industry news and information to

and enjoy topics such as:

publication of AED, the awardwinning CED magazine focuses

construction equipment distributors. CED readers are executives and managers from dealerships, rental companies and manufacturers. They are owners, CEOs, COOs, presidents, vice presidents, general managers,

Jamie Carson’s unique path to the construction industry

Essential.

s the official monthly

n Emerging Leaders

n A Closer Look

EPG Insurance caters to the industry’s many unique needs

n Content Marketing 2016 is all about the customer

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• Industry News • Data Trends and Statistics • Regional Reports • Professional Development

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ED gives AED members what they want to read: business information, industry and

association news, plus fresh, original and useful feature articles that they share with their management teams.

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CED is our trusted source for

information and direction; the level of professionalism in editorial coverage is very important. We are a smaller, multi-

of CED readers

line dealer, and the content in CED

CFOs, branch managers, sales

spend an hour reading and

has a particular impact on how we do

managers, rental managers, service

looking through the magazine.

business. CED is a resource particularly

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for smaller-sized dealers that need help and direction from their professional association.

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The AED Preferred Provider and Affinity Partner Programs were established to provide special benefits available only to AED members from participating companies. The services and benefits provided by these partners are not commercially available to the general marketplace or to non-AED members. Associated Equipment Distributors has partnered with these companies to provide unique and advantageous offerings exclusively to AED members.

Accruit

With over 100 like-kind exchange (LKE) programs, Accruit is the nation’s leading provider of 1031 LKE program solutions and QI services. Our specialists facilitate all types of forward, reverse, build-to-suit and improvement exchange transactions, including exchanges of real estate, business assets, collectibles and franchises. Accruit is devoted to 1031 exchange facilitation services, education and advocacy to preserve 1031 tax benefits for our clients. For more information, please contact Steve Doherty at 886-397-1031 stephend@accruit.com or visit www.accruit.com.

Altus Global Trade Solutions

Altus is a leader in the commercial credit services industry. We are one of the country’s top ten largest commercial agencies in terms of placement volume. Altus was built upon strong foundations: customer service and loyalty. Client results are obtained by using sophisticated procedures for all the services we provide, including domestic and international commercial collections, receivables management outsourcing, credit services, vendor credits and legal forwarding. For more information, please contact Monique Alexander at 800-318-6494 x2212, moniquealexander@TrustAltus.com or visit www.TrustAltus.com

PricewaterhouseCoopers LLP

PwC’s Like-Kind Exchange Services have helped over 75 AED members enhance cash flow and tax deferral on the sale of rental assets by automating the processes needed to satisfy stringent IRS LKE requirements and provide the tax reporting necessary for tax compliance. At PwC, our purpose is to build trust in society and solve important problems. We’re a network of firms in 157 countries with more than 208,000 people who are committed to delivering quality in assurance, advisory and tax services. For more information, please contact Dave Fowler at 614-225-8736, david.fowler@us.pwc.com or visit www.pwcelke.com

Sentry Insurance

Sentry Insurance is one of the largest and strongest mutual companies in the United States. With assets of more than $14 billion, and a policyholder surplus of nearly $4.2 billion*, Sentry Insurance is rated A+ by A.M. Best, the industry’s leading rating authority. Sentry provides businesses with property and casualty products as well as 401(k), employee benefits and life insurance. For more information, please contact Eric Stiles at 715-346-7272, eric.stiles@sentry.com or visit www.sentry.com. *Assets and policyholder surplus as of Dec. 31, 2014, represents the aggregate total for all members of the Sentry Insurance Group and are not reflective of any individual underwriting company.

Business Service Programs AED Legal Call Counsel

AED’s call counsel is a FREE legal hotline for AED members provided by Kopon Airdo, LLC — AED’s general counsel. Take advantage of this member benefit today, call 312-506-4480 or visit www.koponairdo.com.

AED HR Help Desk

AED’s HR Help Desk allows AED members to get answers to simple questions or many employment-related issues free of charge. Call about any HR compliance or procedural issue, even sensitive personnel situations. Contact Karla Dobbeck at Kdobbeck@askhrt.com.

AED’s Perferred Providers/Affinity Partners/ Business Services

AED Preferred Providers and Affinity Partners

AED’s Purchase Order Form

Purchase Order Form Please select all items you wish to purchase.

ITEM Attracting Talented Candidates with Career Opportunities Tips for Lowering your Rental Fleet Total Cost of Ownership Your Surplus Inventory is on Fire! Everyone is in Sales: Building a Sales Culture! The Art of the Deal: Buying, Selling & Valuing Your Equipment Dealership in Today’s Market Mobile Resource Management Double Your Productivity: Organize Your Time and Career Best Practices for Employee Termination Dealer Tax Opportunities Learning to love your Rental Department Customer Service : Standing Out from The Crowd Washington Fly-In Financial/ HR Symposium Leadership Conference Equipment Economic Forum Summit/ Construction Dealer Expo (CONDEX) AED Business War Games by PRISM AED’s Management Development Institue (MDI) Branch Manager Seminar Parts Manager Development Seminar- Level 1 Service Manager Development Seminar- Level 1 Basic Rental Management Seminar Parts Manager Development Seminar- Level 2 Service Manager Development Seminar- Level 2 Advanced Rental Management Seminar Financial Management 101 Financial Management 102 People Management 101 People Management 102 People Management 103 Sales/Customer Service 101 Rental Management 101 Rental Management 102 Rental Management 103 Parts Management 101 Parts Management 102 Service Management 101 Service Management 102 Parts Manager Certification Service Manager Certification Rental Manager Certification Branch Manager Certification Cost of Doing Business Report Employee Compensation Handbook

QTY

4 Options for purchasing selected items: [1] Contact your regional manager who can easily help you over the phone: Michael Dexter: 630-574-0650 ext. 5124 Phil Riggs: 630-574-0650 ext. 5128 Ben Yates: 630-574-0650 ext. 5130 [2] Scan this form and send it via email to info@aednet.org. Be sure to provide the following information: • Company Name • Company Address • Name on Card • Credit Card Information • Expiration Date • CVV Number [3] Fax this form to 630-574-0132. Be sure to provide the following information: • Company Name • Company Address • Name on Card • Credit Card Information • Expiration Date • CVV Number [4] Mail this form to: Associated Equipment Distributors 650 E. Algonquin Rd, Suite 305, Schaumburg IL, 60173. • Company Name • Company Address • Name on Card • Credit Card Information • Expiration Date • CVV Number

F O U N D AT I O N

Associated Equipment Distributors

2017 AED OFFICERS, DIRECTORS AND EXECUTIVE STAFF BRIAN P. MCGUIRE AED President & CEO

>> OFFICERS

ROBERT K. HENDERSON AED Executive Vice President & COO

>> AT-LARGE DIRECTORS

WES STOWERS Vice Chairman Stowers Machinery Corp. DIANE BENCK Vice Chairman West Side Tractor Sales Co. MICHAEL D. BRENNAN Sr. Vice President BRAMCO, LLC RON BARTLET Vice President Bejac Corporation CRAIG DRURY Vice President Vermeer Canada Inc. JOHN C. KIMBALL VP of Finance Kimball Equipment Company WHIT PERRYMAN Immediate Past Chairman General Equipment & Supplies, Inc. DENNIS VANDER MOLEN Foundation Chairman Vermeer MidSouth, Inc.

JAMES P. COWIN Cowin Equipment Co., Inc.

STEVE MEADOWS Berry Companies, Inc.

>> REGIONAL DIRECTORS CRAIG DRURY Eastern Canada Reg. Vermeer Canada Inc.

KENNETH E. TAYLOR Ohio CAT

GAYLE HUMPHRIES JCB of Georgia

JASON K. BLAKE AED Senior Vice President & CFO

MICHAEL LALONDE West Reg. Westrax Machinery, Inc. TODD HYSTAD Western Canada Reg. Vimar Equipment Ltd. MATHEW ROLAND Midwest Reg. Roland Machinery Co. BRAD STIMMEL Southeast Reg. ASC Construction Equipment

JAMES A. NELSON Heavy Machines Inc.

JOHN RIGGS IV South Central Reg. J A Riggs Tractor Co.

PAUL FARRELL Modern Group Ltd.

JOHN SHREARER Rocky Mountain Reg. 4 Rivers Equipment, LLC KAREN ZAJICK Northeast Reg. Norris Sales Co.

2017 AED FOUNDATION OFFICERS AND DIRECTORS >> OFFICERS DENNIS VANDER MOLEN Chairman Vermeer MidSouth, Inc.

ROBERT K. HENDERSON President The AED Foundation

JOHN RIGGS IV Vice Chairman J A Riggs Tractor Co.

A. ROY KERN Past Foundation Chairman Equipment Corporation of America

ROBERT M. CRISTE Treasurer Stephenson Equipment, Inc.

RON BARLET AED Board Representative Bejac Corporation

>> DIRECTORS JOHN D. CRUM Wells Fargo Equipment Finance

ANTHONY FASSINO Caterpillar, Inc.

JUDY WORRELL Berry Companies, Inc.

KENNETH SILVERMAN Volvo Construction Equipment

DENNIS ROMANSON DEUTZ Corporation

DR. DONALD M. CLAYCOMB State Technical College of Missouri

JAMES MCCANN McCann Industries Inc.

SONJA METZLER Ohio CAT

JEFFERY SCOTT Intermountain Bobcat

MIKE HAYES Komatsu America Corporation

TODD COFFEY Brandeis Machinery and Supply Co.

KEN PUTTMANN Honnen Equipment Co.

Associated Equipment Distributors 650 E. Algonquin Road Ste. 305 Schaumburg, IL 60173

PRSRT STD U S Postage PAID Pontiac, IL Permit No. 592

2017 AED RESOURCE GUIDE

Rise to the Top of the Industry

Associated Equipment Distributors (AED) offers a wide variety of professional education services through webinars, seminars, and comprehensive management certification programs, including position-specific certification, self-study courses and on-site training. No matter what you choose, our educational courses and seminars provide high-quality curriculum and training in management, parts, customer service, branch operations, rental and sales, all at an exemplary level. For more information please visit: www.aednet.org.

Associated Equipment Distributors

F O U N D AT I O N