One-Day Dealer Conference
Build more profitable businesses through networking and education
This One-Day Dealer Conference is an opportunity to increase your knowledge of issues, regulations, products and services vital to the material handling industry. You’ll also develop and improve relationships with other dealers and manufacturers.
Join us at WINTRUST Financial Corporation, 9801 W Higgins Rd, Rosemont, Ill., for an educational one-day conference,September 19, 2019, with key industry leaders giving you ideas to take back to your business tomorrow. Take part in networking opportunities before, during and after the event.
Who should attend this conference?
CEO, presidents, sales and parts managers, key management and those aspiring to be promoted to management positions in their company.
Registrations are limited and will sell out fast, so register now!
$299 per person – Early bird rate (Good until July 31, 2019)
$399 per person from Aug. 1 to Aug. 31
$499 per person after Sept. 1
Your registration includes
- Morning Refreshments
- Full Day Sessions
- Mid-Morning and Mid-Afternoon Snack
- Cocktails and Appetizers
(Registrations canceled prior to September 1st will receive a full refund less a $50 handling fee. Any registration canceled between September 1 and September 12 will receive a 50% refund. Any cancellation after September 12th will not receive any refund, however, registrations can be transferred to another person from the same organization.)
|7:30 AM – 8:00 AM||Registration on First Floor and Coffee reception in Conference Room with Vendor Exhibit|
|8:00 AM||Welcome and Housekeeping items|
|8:15 AM – 9:30 AM||SESSION 1: DEALER AFTERMARKET PROGRAM OFFERINGS|
The working premise in this area is that as a whole, the lift truck industry mishandles the equipment delivery process and does not exploit the opportunities to sell broad based and comprehensive service offerings that many customers want and need. Most dealers have insufficient programs that are not designed around the OEM suggested maintenance tables. The result is that many maintenance opportunities get missed, leading to shorter equipment cycles, higher repair costs, and loss of dealer reputation.Managing the changes needed in this area of the dealership will require dealers to adopt a new paradigm regarding the equipment delivery process within the dealership. Every aftermarket opportunity starts with the delivery of a piece of equipment which will eventually need to be maintained and/or repaired. If dealers start and maintain an initiative to treat the delivery process as the focal point of the aftermarket effort, this process will take on new significance, and it will present a unique opportunity for the dealer to achieve multiple new objectives:
1.) The delivery process should signal an internal shift in dealer activity from “obtaining an order”, to building a relationship that results in long term “customer care”.
6.) Manage warranty losses by properly explaining warranty coverages, including limitations, and having customers affirm understanding of warranty exclusions.
Dealers will be provided a template for creating these offerings, including all pertinent equipment and maintenance data, program inclusions, steps to follow, sample customer engagement tools, training tips and support media.
|9:30 AM – 9:45 AM||Break|
|9:45 AM – 10:30 AM||SESSION 2: DEALER FIELD-BASED TECHNICIAN AUTONOMY AND CUSTOMER SERVICE|
Dealers say that they want to get more done with existing resources and manpower. The problem with leveraging existing resources is that it many times requires a dealer to rethink long standing policies that actually preventemployees from being productive.For example: A field technician completes a PM and finds items in need of repair. He informs the customer of the recommended repairs. The customer asks for a price. The tech is not equipped to quote repairs. The customer tells the tech to just fix the truck, but the tech is not carrying the correct parts on the van to complete the job. So, a customer WILLING to do business with the dealer, but because of restraints put on field technicians, the dealer basically forces the customer to WAIT, and the tech say NO. (when he wants to say YES).
The solution to this problem is the development of a field technician service menu program that does the following things:
This is not as easy as it sounds. This session will cover the goals, tools, resources and administrative functions necessary to create a robust service menu program, including:
We will discuss the following benefits of instituting this Program
Dealers will be provided a template for creating menus, including a parts and labor pricing matrix, program inclusions, steps to follow, sample menus (digital), training tips and support media.
|10:30 AM – 10:45 AM||Break and Vendor Exhibits|
|10:45 AM – 12:00 PM||SESSION 3: RAPID FIRE LEARNING|
Garry Bartecki moderates group of Industry Leaders in a fast pace multitopic discussions that offers questions and answers from you.
|Rapid Fire Topic:
TAX UPDATE AND GAAP ACCOUNTING REQUIREMENTS TO PREPARE FOR NOW!Tax Session leaders: Steve Pierson and Jim Margner
Get your questions answered by a panel of tax experts very familiar with both the equipment and rental business. Send in your questions before the meeting and we will deal with them during this session or at a private session some time during the day.
NEW LEASE STANDARDS
New Account Session Leader: Michael Ploskonka from Selden Fox
NEW REVENUE RECOGNITION RULES
One of the most significant changes to financial accounting and reporting in recent history is soon to be effective. Reporting entities must evaluate their compliance with the new revenue recognition standards, identify challenges, and develop an implementation plan accordingly.
|12:00 – 12:20 PM||Break/Vendor Exhibits – Working Lunch|
|12:20 PM – 2:30 PM||Rapid Fire Learning continued|
Rapid Fire Topic:
Session Leader: Michael Krogermeier of Creditsafe
Michael will show you how to make Finance a big-time growth driver in your dealership.
1.) Experience matters – Michael’s “super power” is helping companies create growth opportunities through data-driven analysis.
The Chief Operating Officer of Creditsafe, Michael is a highly accomplished senior executive with 30 years of success in finance, strategy, and business operations across multiple industries from services to manufacturing.
2.) You will discover how many CFO’s do not utilize credit and payment data to its full advantage.
3.) Michael will demonstrate how – using the best tools – you can and should:
Rapid Fire Topic:
Session Leader: Steve Pierson
Rapid Fire Topic:
Session Leaders: Nate Perkins (CSG Partners) and John Czyzyski (Wintrust ESOP Services)
Rapid Fire Topic:
Session Leader: Tal Diekvoss (Fiduciary Management Group)
|Rapid Fire Topic:
WINTRUST REVIEW OF ECONOMIC OUTLOOK INCLUDING INTEREST RATE SITUATION
|2:30 PM – 2:45 PM||Break and Vendor Exhibits|
|2:45 PM – 3:45 PM||Session 4 – Dave Baiocchi|
SESSION 4: DEALER PARTS PLANNING AND VENDOR MANAGEMENT
The overwhelming majority of dealers do little strategic planning when it comes to the aftermarket side of their business. In many cases dealers have bought into the falsehood that there is not much that can be done to enhance forecasted sales of aftermarket items, as these departments operate only in proportion to equipment sales activity.
This viewpoint is in error, as growing revenues can be forecasted by development of a four-step program as outlined below:
To be clear… as a natural result of equipment usage, SOME parts activity will “happen all by itself.” What dealers fail to do however is to put themselves in POSITION to capture ALL of the dynamic aftermarket income stream. They are routinely “out of position” due to four general conditions:
In this area we will discuss and provide ideas and solutions for these imbalances. Dealer will learn:
Also plan to have panels made up of Tax, accounting, bank personnel to be able to address any question that pops up.
|3:45 PM – 4:00 PM||Question and Answer Session and Wrap Up|
|4:00 PM – 5:15 PM||Wintrust Financial Corporation Cocktail Hour and Appetizers/Vendor Exhibits|
|Hampton Inn and Suites Rosemont|
9480 W Higgins Rd, Rosemont, IL 60018
Phone: (847) 692-3000
|Chicago Marriott Suite O’Hare|
6155 N River Rd, Rosemont, IL 60018
Phone: (847) 696-4400
Material Handling Wholesaler
Legal notice and cancellation policy
This conference is a project of Material Handling Wholesaler magazine and Material Handling Network magazine. All programs and events are subject to change and/or cancellation due to low registration and/or circumstances beyond the control of the course hosts. The organizers do not endorse any specific product, course of action, procedure, opinion or other information offered during the conference sessions. While every effort is made to ensure the accuracy of the information contained in this website and program or provided during the training, Material Handling Wholesaler magazine and Material Handling Network magazine, their officers, directors, partners, employees and agents assume no responsibility for its content, use or interpretation. Relying on the information provided in this conference is at the sole risk of the registered attendees. Please note: Registrations canceled prior to September 1st will receive a full refund less a $50 handling fee. Any registration canceled between September 1 and September 12 will receive a 50% refund. Any cancellation after September 12th will not receive any refund, however, registrations can be transferred to another person from the same organization..