September 13-14, 2012 Crowne Plaza Chicago o`Hare Rosemont, il

September 13-14, 2012
Crowne Plaza Chicago o’Hare
Rosemont, il
We’ll cover these
important topics
and so much more…
SEPtEMbER 13-14, 2012
This conference will focus on best practices and strategies to maximize the profitability of a
dealer’s rental and used equipment departments. You’ll also enjoy learning from your industry
peers during networking events such as roundtables, meal functions and group tour of a local
MHEDA Member’s facility.
WH o SH oulD aT TenD?
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Rental Equipment Managers
Used Equipment Managers
Operations Managers
Business Managers and Leaders of Material Handling Dealerships
WHaT Will B e Di SCuSSeD?
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Some of the pitfalls of selling used equipment
How to boost your used equipment sales
Rental financing strategies in a tight credit market
Managing your rental fleet in ever-changing economic times
Marketing your rental and used equipment on the Internet
And more!
WHeR e i S THe ConFeR en Ce loC aTi on?
Crowne Plaza Chicago O’Hare
5440 N. River Road
Rosemont, IL 60018
$139 Single/Double Occupancy
Call 877-337-5793 by August 17, 2012 and mention MHEDA to receive the discounted rate.
1.
Acquiring Used Equipment
2.
Compensation that Drives
Performance
3.
Data Interpretation
4.
Delivering Meaningful
Reports
5.
Financial Benchmarks
6.
Financing Equipment
7.
Leasing
8.
Maintenance Ratios
9.
Marketing Strategies
10.
Rental Fleet Assets
11.
Rental Models
12.
Rental Yield
13.
Selling Online
14.
Supporting Your Sales
Force
15.
Time Utilization
16.
Rental Strategies
17.
Used Warranty Policies
The Crowne Plaza Chicago O’Hare Hotel and Conference Center is located less than two miles from O’Hare International Airport and
two blocks from public transit. Their newly renovated and contemporary accommodations meet the needs of both business and leisure
travelers. Enjoy stylish guest rooms, an indoor pool, fitness and business centers, two on-site restaurants, free airport shuttle and more.
Wireless high speed internet access is also available in all guest rooms. For more details, visit www.crowneplazaohare.com.
B onuS: TouR oF a loC al m HeDa mem B eR ’S FaCiliT y
As a special bonus networking activity, we invite you to tour a local MHEDA Member’s facility: Atlas Toyota
Material Handling in Schiller Park, IL. Since 1951, Atlas has been internationally recognized and consistently
ranked as one of the top 200 privately held companies in Illinois. Atlas carries a wide variety of new and used
forklifts, as well as rentals. This tour is included in the conference registration fee. To learn more about this
MHEDA Member, visit www.atlastoyota.com.
Questions? Call (847) 680-3500
Email [email protected]
Visit www.mheda.org
Thursday, September 13
7:00 a.m. – 8:00 a.m.
Continental Breakfast/Registration
8:00 a.m. – 8:45 a.m.
meet & greet networking
A great way to get to know your fellow conference attendees.
Facilitated by Richard Donnelly, EVP, Gregory Poole Equipment
Company.
8:45 a.m. – 9:45 a.m.
Rental Financial Drivers and models
This presentation will review various Rental Models that U.S. based
Material Handling Equipment dealerships employ to go to market.
We will also examine Financial Benchmarks. This presentation
will include the following Rental Models in practice today: Return
on Assets; Rental Yield; Dollars Utilization; Time Utilization;
Maintenance Ratios. We will detail the standards for Rental Financial
performance and explain how different strategies can affect these
performance measures. Presented by Bill Ryan, President, LiftOne
10:00 a.m. – 11:00 a.m.
Best Practices: Rental operations
This presentation will focus on how to get an acceptable return
on your rental fleet assets. We will talk about leasing assets as
opposed to outright purchase and why you might choose one
over the other. Depreciation is another big factor involving,
how much to take, when, and how long to depreciate the asset
depending on the projected rental fleet life. Presented by Chris
Wetle, President, Papé Material Handling
11:00 a.m. – 12:00 p.m.
Rental Fleet management and Reporting
This presentation will outline the framework for the design and
delivery of data required to build effective fleet reports. We will
illustrate how to deliver meaningful reports for the dealership and
the customer. Elements of the course will include: identifying the
roles and responsibilities within departments; discussing the skills
required to manage the data process; and lastly, presenting of
the data. Presented by Brenda Ryan, Partner, TDT, Inc.
12:00 p.m. – 1:00 p.m.
lunch
1:00 p.m. – 2:30 p.m.
marketing & Selling Rental equipment
This presentation will teach you creative strategies to help grow
your short term and long term rental business. We will discuss
the competitive advantages of your dealership and provide you
with specific ideas for compensation that drives performance.
We will also review unique rental strategies that you can use to
differentiate yourself from your competition and avoid letting
rental become a commodity in the eyes of your customer. Last,
we'll talk about how to identify the best target accounts in your
market and how to create a successful game plan that will earn
you the business. Presented by Tom Hobbs, Executive Vice
President, Sales & Marketing, Naumann/Hobbs Material Handling
2:45 p.m. – 3:45 p.m.
asset management
The proper management of rental assets to ensure the
customers’ needs are served and the dealership receives the
targeted return on investment is a key measurement of success.
This presentation will examine what makes up the base of rental
assets and how used equipment complement the rental fleet. We
will go into detail with respect to expected measures and returns.
Presented by Bill Ryan, President, LiftOne
4:00 p.m. – 5:00 p.m.
Roundtable Discussions
This is your opportunity to share ideas and best practices with
other material handling peers at your table. You will discuss
challenges and learn how others in the industry are handling
those same issues.
5:30 p.m. – 7:30 p.m.
group Dinner
Friday, September 14
7:00 a.m. – 8:00 a.m.
Breakfast
8:00 a.m. – 8:30 a.m.
Program Review
8:30 a.m. – 10:00 a.m.
used equipment Business model
This presentation will focus on developing and operating a
profitable used equipment department in your dealership. We
will discuss the marketing strategy you need to develop. We
will also discuss used warranty policies, accounting practices
and acquiring your used equipment. Presented by Bill Rowan,
President, Sunbelt Industrial Trucks
10:15 a.m. – 11:15 a.m.
marketing & Selling used equipment
This presentation will focus on marketing and selling used
equipment online. We will review establishing a solid relationship
with a wholesaler and the important role they play moving aged
inventory. We will also discuss supporting your sales force and
some marketing tools to assist their efforts. Lastly, we’ll discuss
lease returns and used equipment financing. Presented by
Jason Vavra, Corporate Used Equipment Manager, Atlas Toyota
Material Handling
11:15 a.m. – 12:00 p.m.
Conference Wrap-up & Boxed lunch
Discuss what you have learned with your peers and presenters.
Then enjoy lunch, or grab it to go if you have to catch your flight!
12:30 p.m. – 3:00 p.m.
atlas Toyota material Handling Tour (optional)
Your opportunity to tour a fellow MHEDA Member’s dealership.
This dealership is located 5 – minutes from the conference hotel.
MHEDA Member Richard Donnelly is the
Executive Vice President of Gregory Poole
Equipment Company. He has held various
positions throughout the Company, including
Marketing Manager, Industrial Division Manager
and Vice President of Construction and Industrial
Divisions until he was promoted to his current position in 1999.
Used equipment and rentals in the company is one of the core
businesses and a major contributor to record sales and profits.
MHEDA Member Tom Hobbs is the Executive
Vice President of Naumann/Hobbs Holdings
Corporation and its subsidiaries. Naumann/Hobbs
places a high priority on utilizing rental programs
as a tool to generate business and increase
market share. They have a fleet of over 2,000 units
and have excelled in penetrating numerous market segments with
customized programs to suit their customer’s needs.
MHEDA Member Bill Ryan is a thirty-year
veteran of our industry. He has a passion for the
business and a particular interest in education
and training. Bill spent the first two-thirds of
his career in the manufacturing environment of
NACCO, the parent company of both the Hyster
and Yale brands. He served in virtually all of the roles in a
number of their factory-owned stores and then as a member of
the Dealer Development group that was responsible for selling
those stores and putting them into the hands of independent
dealers. He is currently the President of LiftOne based in
Charlotte, NC.
MHEDA Member Jason Vavra has been in
the material handling industry for 22 years. He
has held positions of Field Service Technician,
Rental Manager, General Service Manager and
Used Equipment Sales Manager with Atlas
Toyota Material Handling. Holding the position
of General Service Manager for nine years provided valuable
knowledge to assess reconditioning costs. He is an active
member of MHEDA-NET as well as a Toyota Used Equipment
Manager group.
MHEDA Member Chris Wetle is the President
of Papé Material Handling, Inc. He has over 40
years of material handling business experience,
including: sales, management and currently
president. In 2007, the Papé Group added
the Papé Kenworth dealership to his portfolio
and named him President of that organization, as well. He is
a current member and past President of the Hyster Company
Dealer Council. In addition, he serves as the Western Region
Representative to the PacLease Executive Committee.
MHEDA Member Brenda Ryan is the owner
of TDT, Inc., a firm dedicated to supporting
its’ clients in the material handling industry
by assisting them in the adoption and
implementation of Best Industry Practices.
TDT, Inc. offers expertise in the areas of I.T.
(system integration and data management) and Operations
(process improvement). Brenda has been in our industry for
over twenty years and has served in a variety of key roles in the
Dealership environment.
MHEDA Member Bill Rowan is the President of
Sunbelt Industrial Trucks which has facilities in
Dallas and Houston, Texas. Bill served on the
MHEDA Board from 2001-2004. He has also
served on the Komatsu Dealer Council from
1988-1999 and again from 2003-present, and is
currently serving as the President of the Council. This year, 2012,
marks the 25th anniversary of Sunbelt Industrial Trucks which was
founded by Bill and his business partner, Warren Cornil.
Questions? Call (847) 680-3500
Email [email protected]
Visit www.mheda.org
R eg i S TR aTi on
Fee
Rental & Used Equipment Management Conference
September 13-14, 2012
Crowne Plaza Chicago O’Hare
Early Bird Member
Registration (by August 1) $649
Please complete this registration form and return to MHEDA.
Fax to 847-362-6989 or register online at www.mheda.org
Member Registration
(after August 1)
Registrant #1 ______________________________________________________________
Non-Member
Registration
Title ______________________________________________________________________
Email _____________________________________________________________________
What two (2) things do you want to get out of this conference?
__________________________________________________________________________
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Registrant #2 ______________________________________________________________
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$699
$1249
Included in the registration fee is all
handout materials, two continental
breakfasts, two lunches, Thursday’s
dinner and all refreshment breaks.
Also includes networking with other
distribution professionals who face
similar career challenges as you and
the priceless opportunity to bring
your Rental & Used Equipment
business to the next level! Travel
and lodging not included. To make
your hotel reservations, call the
hotel at 877-337-5793 by August 17
and mention MHEDA to get the
discounted rate of $139 single or
double per night.
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FaX to mHeDa at 847-362-6989
Questions? Call 847-680-3500
MHEDA Fax: 847-362-6989
Mail: 201 US Highway 45,
Vernon Hills, IL 60061-2398
QueS Ti onS?
Call MHEDA at 847-680-3500
Register Online at www.mheda.org
Email [email protected]
By registering for the Rental and
Used Equipment Management
Conference, MHEDA has the
right to use your photo, which
may be taken during the event,
for future promotional material.
If you have a disability or require
special accommodations, please
contact us. We will do our best to
accommodate you.
C an Cell aTi on
Poli C y
The full amount will be refunded if you
cancel no later than September 1,
2012. Cancellations received after
that date but before the start of the
conference will be charged a $200
administration fee per person. No
refunds given for “no shows.”
Questions? Call (847) 680-3500, Email [email protected], Visit www.mheda.org
201 U.S. Highway 45 | Vernon Hills, IL 60061-2398
Ph: 847-680-3500 | Fax: 847-362-6989
Email: [email protected] | www.mheda.org
4, 2012
September 13-1
ago o’Hare
Crowne Plaza Chic
il
nt,
Rosemo
Thursday, September 13
Friday, September 14
7:00 a.m. – 8:00 a.m.
Breakfast/Registration
7:00 a.m. – 8:00 a.m.
Breakfast
8:00 a.m. – 8:45 a.m.
Meet & Greet Networking
8:00 a.m. – 8:30 a.m.
Welcome Back: Program Review
8:45 a.m. – 9:45 a.m.
Rental Financial Drivers & Models
8:30 a.m. – 10:00 a.m.
Used Equipment Business Model
10:00 a.m. – 11:00 a.m.
Best Practices: Rental Operations
10:15 a.m. – 11:15 a.m.
Marketing & Selling Used Equipment
11:00 a.m. – 12:00 p.m.
Rental Fleet Management
11:15 a.m. – 12:00 p.m.
Conference Wrap-Up & Boxed Lunch
12:00 p.m. – 1:00 p.m.
Lunch
12:30 p.m. – 3:00 p.m.
Optional: Bonus Tour of MHEDA Member
Atlas Toyota Material Handling in
Schiller Park, IL
1:00 p.m. – 2:30 p.m.
Marketing & Selling Rental Equipment
2:45 p.m. – 3:45 p.m.
Asset Management
4:00 p.m. – 5:00 p.m.
Roundtable Discussions
5:30 p.m. – 7:30 p.m.
Group Dinner
Can’t miss Speakers…
Richard Donnelly
Gregory Poole Equipment
Company
Tom Hobbs
Naumann/
Hobbs Material Handling
Bill Ryan
LiftOne
Brenda Ryan
TDT, Inc.
Bill Rowan
Sunbelt Industrial Trucks
Jason Vavra
Atlas Toyota Material Handling
Chris Wetle
Papé Material Handling