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

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.