2020 Small Dealer Conference

Nov 18, 2020 10:00am -
Nov 19, 2020 02:15pm
(GMT-6)

Event Description

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


November 18-19

Do you have a vision for your dealership? Make AED's 2020 Small Dealer Conference your destination for success! This educational event 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

 

Agenda:


WEDNESDAY, NOVEMBER 18, 2020
10:00 - 11:15 A.M. CST

TO KNOW AND TO BE KNOWN
CHIEF CRAIG HAIGH
HANOVER PARK FIRE DEPARTMENT

Principal, branch manager, service manager, or fire chief—all are in the people business. Each has customers, clients, constituents, employees, and friends. You are the trusted face, the one with the solutions, and the one who can be relied on to work on their behalf. You absolutely must have a good product. But beyond the quality of your product, it really is about people and relationships.

In this keynote, Hanover Park Fire Department Chief Craig Haigh will discuss two critical points for organizational success:

1. Your greatest strength in serving your customers comes through the quality of the people you employ. Learn about the importance of hiring, training, staff development, succession planning, and taking care of team members.

2. Customers want to know and be known. Yes, customers are buying a product or service, but what keeps them coming back is the relationships they build with the team. Learn how to grow, develop, and foster these relationships to ensure ongoing success.

Whether delivering a product or answering a 911 call, the people you impact and the lives you touch are what really matter. Attend this keynote and learn how you can employ these principles in your own dealership.

 


WEDNESDAY, NOVEMBER 18, 2020
11:30 - 12:30 P.M. CST

NEGOTIATING DEALERSHIP AGREEMENTS
JAMES WAITE
JAMES WAITE LAW, LLC

What’s really negotiable in a dealership agreement, even when the salesperson says it’s not? This session will address negotiating termination rights, buyback obligations, dealership laws and other commonly overlooked, but critical, dealership agreement provisions.


 


WEDNESDAY, NOVEMBER 18, 2020
1:15 - 2:15 P.M. CST

RENTAL STRATEGY, BUSINESS MODELS, AND OPERATIONS: COMMON DEALER PRACTICES
DICK STEWART
STEWART CONSULTING LLC

sponsored by:

The success of the people leading the rental operations of the business depends on a strong strategy. Do they have a strategy? Do they know what the rest of the industry is doing? In this session, we’re not talking anecdotes, we’re revealing hard research on common practices currently utilized by dealers in their rental strategies, business models, and operation and their correlation to rental profitability.

This session addresses the findings of AED’s first rental study. It is a broad review of strategic choices for rental and business model elections for both rent-to-sell and rent-to-rent models that can be made. The emphasis of this session is on the common practices of operating a rental line of business and includes key operating roles, inbound and outbound processes, and management of utilization.

From this session, attendees can expect to gather information that will enable them to benchmark their rental business to common practices revealed through the array of one-on-one dealer interviews that were conducted during this research so rental leaders can gain the confidence they need to know how the rest of the industry is navigating the growing world of rental.


 


THURSDAY, NOVEMBER 19, 2020
10:00 - 11:15 A.M. CST

THE NEXT PPP—POST-PANDEMIC PREPAREDNESS
TODD COHEN
SALES LEADER LLC

sponsored by:

The pandemic has created a sea change for everyone. Business has been recovering and companies are focused on staying positive and profitable. What’s next? Smart companies that will survive and thrive post-pandemic must be thinking about business-critical objectives including customer and employee retention, customer service delivery and visibility in a competitive market. To avoid the creepy crud of complacency, every business needs to sharpen its future by focusing its energies on securing the future.

In this informational and engaging keynote, Todd Cohen will offer for your consideration mission-critical imperatives that will help shape and determine the future of the business, longevity and profitability.


 


THURSDAY, NOVEMBER 19, 2020
11:30 - 12:30 P.M. CST

THE 18 MOST IMPORTANT DRIVERS OF BUSINESS VALUE
SEAN HUTCHINSON
RFN ADVISORY GROUP

Fact: 90% of a business owner’s financial assets are tied up in their businesses. However, owners rarely have an accurate, objective understanding of the value of their business. Understanding what drives, or kills, value in your business is critical. This session will help you understand where you can accelerate value and what to avoid so you can avoid killing value.

You will leave the presentation with:

  • An understanding of what drives value, from a buyer or investor’s perspective
  • Details about the value killers to avoid
  • Why transition-ready businesses are more valuable

 


THURSDAY, NOVEMBER 19, 2020
1:15 - 2:15 P.M. CST

CONSTRUCTION EQUIPMENT AFTERMARKET OUTLOOK
JOHN BLODGETT
MACKAY & COMPANY

This presentation will provide MacKay & Company’s latest update on the economy – and more specifically the construction-related economy—but primarily focus on a review of their latest update from their DataMac CE aftermarket study. This study is based on surveys completed by hundreds of construction equipment users, profiling the parts aftermarket demand including total demand, point of service, point of final sale, outlook and several other factors.


 

Who is attending this year?

(as of 10/20/2020)

  • ACT Construction Equipment
  • Air Compressor Solutions
  • Bobcat of North Texas, a div. of Berry Companies, Inc.
  • Burris Equipment Company Inc.
  • Construction Equipment Sales & Rental
  • Ditch Witch of North Carolina, Inc.
  • Falcon Equipment
  • Frank Martin Sons, Inc.
  • George & Swede Sales & Service, Inc.
  • H & V Equipment Services, Inc.
  • Highway Equipment Company
  • Holland Equipment Services
  • Intermountain Bobcat
  • J&B Underground LLC / Ditch Witch of South Louisiana
  • Luby Equipment Services
  • Marshall Machinery, Inc.
  • MECO Miami, Inc.
  • Powertrac Machinery/ an R. Udelson Company
  • Rock Machinery Co. LLC
  • Standard Equipment Company
  • Texas State Rentals
  • TraxPlus
  • Vermeer Canada Inc.
  • Westrax Machinery, Inc.

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
Category:Conference
Early registration ends on Sep 20, 2020.
Regular registration starts on Sep 21, 2020 and ends on Nov 17, 2020.
Late registration starts on Nov 18, 2020.
(GMT-06:00) Central Time (US & Canada)

Register for this event  

Registration Fees
Fee TypeEarlyRegularLate
 Attendee Fee
Member Fee: $300.00$300.00$300.00
Non-Member Fee: $600.00$600.00$600.00