2018 Small Dealer Conference

Nov 07, 2018 07:00pm -
Nov 08, 2018 06:30pm

Event Description

Do you have a vision for your dealership?
Make the Small Dealer Conference your destination for success!

New Orleans, Louisiana | November 7-8 | Royal Sonesta Hotel New Orleans

Do you have a vision for your dealership? Make AED's 2018 Small Dealer Conference your destination for success! This one-day educational event, from November 7-8 in New Orleans, provides a platform for professionals to come together to share best practices, operations, strategic planning, leadership development, network and much more!


Here is what else you can look forward to:
Inspirational speakers to help you refocus and discover new techniques for your dealership
Educational sessions aimed at every area of specialty and level of experience
Networking and quality time with industry peers to connect and gain valuable contacts



Wednesday, November 7
Time Session Title
5:00 pm - 7:00 pm


7:00 pm - 8:30 pm

Welcome Dinner

Sponsored by:

Thursday, November 8
Time Session Title
8:00 am - 8:30 am

Breakfast & Registration


8:30 am - 8:45 am Welcome & Announcements
8:45 am - 10:00 am

Oh the Places You'll Go! Seussical Strategies for Leading Anyone in Any Context
Kevin Burgess

While the title is playful and fun, you will never forget the leadership lessons you absorb in this fast-paced, hard-hitting session. Using lessons from classic Dr. Seuss books you will learn the essential skills and strategies for leading in any context. You will leave the session with a tailor-made “Seussical Strategy” for any leadership challenge you are personally facing. Even more valuable, you will know the process for creating a “Seussical Leadership Strategy” any time you need one.

10:00 am - 10:15 am Break
10:15 am - 11:15 am

Reducing Your Customers' Cost of Equipment Ownership by Managing Their Data for Them
Alexander Schuessler

Traditional means of lowering cost of equipment ownership have focused either on reducing equipment acquisition cost, or on lowering lifecycle cost via a reduction in parts and service cost. These methods share a “zero-sum” quality: dollar for dollar, the customer’s gain in reduced cost is equal to the dealer’s loss in reduced margin. However, technological change of the past half-decade has enabled a positive-sum scenario, where dealers and manufacturers can actively reduce the cost of equipment ownership and increase equipment uptime, while reducing the cost of support, and thus preserving their own margins. Most interestingly, these effects are accomplished by managing their customers’ data.

Learn how technological advances including enterprise systems integrations, 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.

11:15 am - 12:15 pm

Being Scrappy in Marketing Without Spending a Dime
Amanda Ayala

In a highly competitive market, the struggle for exposure can be difficult and expensive. Persistence and tenacity are required for dealerships to maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. However, sometimes your own resources aren’t available for a costly campaign blitz, which is why success also requires a nimble-minded ability to think outside the box and to make bold moves. In other words, being scrappy with resources doesn’t mean the strategies should suffer. Learn tips and tricks for developing provoking content, building a social media presence, creating a customer referral program, nurturing local partnerships, and crafting dynamic email marketing to make sure your dealership still gains the exposure necessary to be successful - with or without a marketing budget.

12:15 pm - 1:15 pm

Does Your Technician Make the Grade? Using the AED Technical Assessment to Screen and Evaluate Technicians

Sean Fitzgerrel

1:15 pm - 1:45 pm

The Devil's in the Details: How the New Tax Law is Affecting Small Dealers & Their Customers (PANEL)
Moderator: Daniel B. Fisher

Congress recently completed the first major rewrite of the tax code in more than 30 years.  As with any major piece of legislation, there has been some good and some bad. Join us for a panel discussion moderated by AED’s Vice President of Government Affairs Daniel B. Fisher to learn about how the new tax law has impacted small dealers and their customers and what to expect going forward.

1:45 pm - 2:45 pm

Best Rental Practices for the Small Dealer
Owen Edwards

In a changing marketplace, the rental department is crucial for near term profitability and the future sustainability of your dealership. Learn best practices for growing your rental business and giving your business a competitive advantage.

2:45 pm - 3:45 pm

Talent Development for 21st Century Leaders
Marc Johnson and Danielle McCormick

Engaging the next generation of talent is a challenge every business is facing today. In this interactive session, attendees will learn how to create a high performance culture using progressive talent systems. Participants can expect to have their current mindsets about leadership development and traditional performance management challenged and walk away with new strategies to increase employee loyalty and engagement.

Learn how to coach leaders toward their potential, why your current performance management approach is likely doing more harm than good, when to make a change in the strategic focus of HR in your organization, and more.

3:45 pm - 4:00 pm Break
4:00 pm - 5:00 pm

Dealer Competitive Strategy: State of the Art
Dick Stewart

Dealers are increasingly challenged by OEM and customer expectations. At the same time, strategic options to those two market drivers have narrowed. Through a partnership between the AED and the University of Denver, research was recently completed that examined those dynamics. The research identifies specific components of the market drivers causing dealers to adapt their strategies and business models, the prevalence of adaptations being made, and the financial performance of those adaptations. This research, combined with the AED's Annual Cost of Doing Business Report, provides significant insights relevant to your 2019 planning.

5:00 pm - 6:00 pm Closing Reception


Conference Notebooks and Pens

Sponsored by:

Conference Lanyards and Pocket Guide 

Sponsored by:


Attendees (as of 10/15/2018)

First Name Last Name Company City State
Jamie Armstrong Amaco Construction Equipment, Inc. Mississauga ON
Bill Sullivan Arachas Group, LLC Bartlett IL
Louise McClain Arachas Group, LLC Bartlett IL
Brian Dolewski Arachas Group, LLC Bartlett IL
Ryan Yeckley Atlantic Coastal Equipment, LLC. Richmond Hill GA
Jeff Trombley Bobcat of New Hampshire Chichester NH
Murray Fletcher Bobcat of Omaha Omaha NE
Lee Newton CMW Equipment St. Louis MO
William Moore Construction Equipment Sales & Rental Jackson TN
Steve Ricke Federal Contracts Corp Tampa FL
Steve Ouellette Frank Martin Sons, Inc. Ft. Kent Mills ME
Matt Ouellette Frank Martin Sons, Inc. Ft. Kent Mills ME
Aric Geurink Holland Equipment Services Holland MI
Chris Kelly International Drilling Equipment Rural Hall NC
Chris Kelly International Drilling Equipment Rural Hall NC
Stephen Gazo International Drilling Equipment Rural Hall NC
Morgan Kinloch Kinloch Equipment & Supply, Inc. Pasadena TX
Ken Lashley Lashley Tractor Sales Atlanta GA
Jeff Lashley Lashley Tractor Sales Atlanta GA
David Kedney Luby Equipment Services Fenton MO
Michael Vazquez MECO Miami, Inc. Miami FL
Carlos Gallardo Sigma Equipment Company Miami FL
Annalie Valido Sigma Equipment Company Miami FL
Ryan Anderson Stearns Bank Albany MN
Adam Domke Stearns Bank Albany MN
Doug Stone Stone Equipment Co., Inc. Montgomery AL
Paige Stone Stone Equipment Co., Inc. Montgomery AL


The AED Antitrust Policy

Associated Equipment Distributors is subject to the Antitrust Laws of the United States, as are all businesses. Unlike most private businesses, however, the very nature of a trade association fulfills the first requirement of an antitrust violation under Section 1 of the Sherman Act, that of a “combination.”

AED therefore, recognizes the need to be constantly vigilant to prevent fulfillment of the second requirement, relating to actions which could result in an illegal “restraint of trade or commerce.” Any failure on the part of AED to comply strictly with the antitrust laws could result in severe penalties. Treble damages for successful litigants, fines and possible jail terms for individuals involved in any illegal activities, and even dis-establishment of the Association itself are all harsh remedies of the law. These penalties manifest the law’s strong public policy in favor of free and unfettered competition as the rule of trade.

Two laws of the United States which define the antitrust liabilities of trade associations, Sections 1 and 2 of the Sherman Act and Section 5 of the Federal Trade Commission Act, are both very general in their wording and broad in their scope. Over the years, the courts have interpreted the broad language of the statutes and have provided specific examples of unlawful conduct which violate the principles set down in the law. AED recognizes that so long as it strives to conduct itself in accordance with such guidance, antitrust problems will be avoided.

Inasmuch as it is the policy of AED to comply fully in all respects with the antitrust laws, the following basic principles are endorsed by its Board of Directors as a guide for all members serving in some official capacity for the Association:

1. AED and its members shall make every effort to insure that all of their actions comply with both the letter and spirit of the antitrust statutes of the United States.

2. Any firm meeting the requirements of membership as set forth in Article IV of the bylaws shall be welcomed into AED on a non-discriminatory basis. Once a firm becomes a member, it shall be entitled to the same services that are available to other members on a non-discriminatory basis. No firm shall be expelled except for just cause, and in such manner as is established in the bylaws to insure that the expulsion is fair, objective, reasonable and non-discriminatory.

3. AED will not indulge in, or sanction, any discussions of current or future prices of construction equipment, either for sale or rent. AED meetings and publications will never be a forum for the exchange of information, which could lead to the establishment of cooperative arrangements or activities in violation of the antitrust laws.

4. AED will conduct all statistical functions on a voluntary basis, and all data collected from individual companies will be treated confidentially. Non-members who desire to participate or to receive the results of statistical surveys shall be permitted to do so. Any statistical reporting of past transactions will be reported in composite form and will be clearly spelled out as to its purposes, limitations and proper usage, on terms compatible with the antitrust laws.

5. AED will never enter into or sanction any agreements, which tend to restrict competition between members or within the industry generally. Any standards established by AED shall be formulated by a broad consensus of the membership to insure that there is no anti-competitive effect on the members or on the industry itself.

6. Trade shows sponsored by AED shall be conducted in a non-discriminatory manner. All exhibitors shall have reasonable access to the show on equal terms. AED and its members subscribe to the basic philosophy that free trade and the interaction of competitive forces yield the best allocation of economic resources, the lowest prices to customers, the highest quality, and the greatest progress. AED’s policy on antitrust reaffirms its commitment to conduct the Association’s affairs in a manner conducive to the attainment of those goals.

Adopted by the AED Board of Directors


AED Cancellation Policy:  
Refunds are not permitted within 14 business of the event unless a note is received detailing a medical emergency or other similar event.

Event Type:Annual Conference
Early registration ends on Sep 12, 2018.
Regular registration starts on Sep 13, 2018 and ends on Nov 04, 2018.
Late registration starts on Nov 05, 2018.
(GMT-06:00) Central Time (US & Canada)

Register for this event  

Registration Fees
Fee TypeEarlyRegularLate
 Attendee Fee
Member Fee: $795.00$895.00$995.00
Non-Member Fee: $1590.00$1790.00$1990.00
 Spouse/Guest Fee
Member Fee: $175.00$175.00$200.00
Non-Member Fee: $350.00$350.00$400.00