2019 Small Dealer Conference

Nov 10, 2019 07:00pm -
Nov 11, 2019 06:30pm

Event Description

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

Charlotte, NC | November 10-11 | Hilton Charlotte Center City

Do you have a vision for your dealership? Make AED's 2019 Small Dealer Conference your destination for success! This one-day 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


What people are saying:

"Networking with your industry peers and AED staff makes the Small Dealer Conference very personal. The meetings are all in one location and one day. You will always walkaway with important information that will enlighten you and enhance your dealership."Cindy Baschmann of Baschmann Services, Inc.

"Make the investment and come prepared to engage the presenters and the other guests. Take advantage of the networking opportunity and make the most of the time invested." - Steve Ricke of Federal Contracts Corp.

"Well worth the price of admission. The ability to network with people that are from similar sized companies as ours is priceless." - Dave Hosch of Ruffridge-Johnson Equipment



 Sunday, November 10 (schedule subject to change)

5:00 pm



6:30 pm - 8:30 pm


Welcome Dinner

sponsored by:


Monday, November 11 (schedule subject to change)

8:00 am - 8:30 am



8:00 am - 8:30 am



8:45 am – 10:15 am


Discovering and Leveraging Your Competitive Advantage
Dirk Beveridge

In a world of commoditization, your product, pricing, and relationships no longer provide the competitive advantage they once did. As a result, most dealers are stuck in a world of sameness. In this session you’ll discover how to break out of this sameness trap. You will explore four pillars of competitive advantage and how each can be leveraged to create a compelling, differentiating, and relevant value proposition.  


10:15 am - 10:30 am



10:30 am - 12:00 pm


Don't Abdicate — Delegate: What Every Dealer Principal Should Know About Their Parts & Service Operations
Bill Mayes

We all say that we know how important parts and service are to our overall profitability, but too many dealer principals don’t understand the intricacies of managing a parts or service department. Instead they concentrate on whole goods sales and let the parts and service managers “do their thing” in the back end. This session will take some of the mystery out of your product support operations, covering not only the Key Performance Indicators (KPI’s) that you should understand, but some specific questions that you can ask to find out if your managers are truly managing or just putting out fires.

12:00 pm - 1:00 pm



1:00 pm - 2:15 pm


Smart Hiring
Troy Harrison

This session will give attendees the tools and techniques needed to make better hires and create a stronger, more profitable team. Successfully hiring people is one of the biggest challenges faced by any company, large or small. However, too many hires are made by “gut feel” instead of a repeatable process that yields consistent success. In this program, attendees will learn how to create the process and utilize the skills necessary to win the hire.

Content includes:

  • How to design your ideal hire
  • Building your hiring process
  • The number one mistake that results in failed hires and how to avoid it
  • Quick resume screening
  • The phone screening – your time-saving weapon
  • The effective resume-focused interview
  • Behavioral interviewing – hiring’s silver bullet
  • And more!

2:15 pm - 2:30 pm



2:30 pm - 3:45 pm


Technology & the Small Dealer (Panel)

With so many dealer technology solutions in the marketplace, it can be difficult to know not only which are best, but which are best suited to the needs of a small dealer. What features should you be looking for in an ERP or CRM system? What rental fleet software is best suited to your needs? This panel discussion will focus on best practices when it comes to your technology solutions, including implementation pitfalls to avoid, what to look for in vendor contracts, getting employee buy-in, and more.

3:45 pm - 4:00 pm



4:00 pm - 5:30 pm


Working With Your OEMs
Bill Mayes
Marc Johnson

This program will feature two mini-sessions that relate to working with your OEMs.

The first will focus on warranty policy; how do dealers determine if and how to bill customers for charges such as diagnostic time and mileage that are not reimbursed by the manufacturer? Learn how other dealers are navigating this trend and how to deal with customers who are not typically accustomed to shouldering warranty repair costs.

The second half of this session will focus on the dealer-manufacturer relationship; this works best when both parties are making money and thriving in the business.  Do the larger dealers have an unfair advantage over the smaller dealers, or do they just have more tools available to make the most of the relationship?  If the latter, how can you assist your dealership in getting the most out of a crucial relationship for your success? Learn best practices for thriving with your manufacturer, no matter your size.

5:30 pm - 6:30 pm


Closing Reception


Conference Lanyards and Pocket Guide

sponsored by:


Conference Notebooks and Pens

sponsored by:




Last Year's Attending Companies Included:

Amaco Construction Equipment, Inc.
Atlantic Coastal Equipment
Baschmann Services, Inc.
Bobcat of New Hampshire
Bobcat of Omaha
Central Atlanta Tractor
CG Equipment
Construction Equipment Sales & Rental
Ditch Witch Mid-South
Federal Contracts Corp
Frank Martin Sons, Inc.
Holland Equipment Services
IntegraVision, LLC dba MGB & Company
Kinloch Equipment & Supply, Inc.
Lashley Tractor Sales
Luby Equipment Services
MECO Miami, Inc.
Pittman Tractor Company, Inc.
Rock & Recycling Equipment, LLC.
Sigma Equipment Company
Stone Equipment Co., Inc.
Trax Plus
Whitney & Son, Inc.
Wyoming Machinery Company

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 15, 2019.
Regular registration starts on Sep 16, 2019 and ends on Nov 07, 2019.
Late registration starts on Nov 08, 2019.
(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