Fall 2016 Two New Conferences from MHEDA! Forklift Dealership Management Conference September 21-22 Crowne Plaza Chicago O'Hare Rental & Used Equipment Management Conference October 20 Crowne Plaza Chicago O'Hare Peer Guidance & Industry Insight for Industrial Truck Dealers Experience two modern conferences designed with interactive learning, member presentations and actionable take-aways helping you prepare for the challenges and opportunities ahead. Save nearly $200 when you register for both conferences! Details inside
FALL 2016 Two New Conferences from MHEDA! Is your dealership headed in the right direction? Join MHEDA and your industry peers this Fall at the Crowne Plaza Chicago O Hare for two new conferences designed for Industrial Truck dealers. If you are a Dealer Principal or Manager (or are being groomed to be one), don t miss the September conference. If you manage your company s Rental & Used Departments, don t miss the October conference. Both conferences will be presented by MHEDA Member speakers, who currently work in the industry. For a limited time MHEDA is offering a Package Deal. Register for both conferences and save nearly $200 off the regular Member fee. Please note, this does not need to be the same person. Take a minute to review the conference agendas then register online today! Questions? Contact MHEDA at 847-680-3500 or visit us online at www.mheda.org. Conferences Location Both conferences will be held at the Crowne Plaza Chicago O Hare 5440 N. River Road Rosemont, IL 60018 Call (877) 337-5793 and mention MHEDA to receive the discounted rate of $169 per night. 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 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. For more details, visit www. crowneplazaohare.com Gibsons Steakhouse Dinner Enjoy a first-class steak dinner at the famous Gibsons Bar & Steakhouse. Enjoy mouthwatering steaks, huge portions and memorable desserts all in a classy environment, designed to enhance your peer-to-peer networking. You do not want to miss this event! Registration is $100 per person. Includes full steak dinner, beer, wine, tax and gratuity. Note, other entrée choices available. Forklift Dealership Management Conference- (Room Rate is available until August 19, 2016 or until room block is filled.) Rental & Used Equipment Management (Room Rate is available until September 16, 2016 or until room block is filled.)
LEARN FROM YOUR PEERS Forklift Dealership Management Conference Speakers Mike French has been in the material handling industry for over 30 years. He started his career working for one of the largest independent Crown dealers in the Midwest, OKI Systems. His early positions started in the service and parts departments. He later progressed into branch management and then into Vice President of Operations. After 26 successful years working at OKI Systems, Mike joined Carolina Handling, a Raymond dealer serving the Southeast markets. He currently serves as Chief Operating Officer responsible for all parts, service and IS/IT functions. He is also a past board member for MHEDA. Michael Romano is currently President/CEO of Associated, a leader in providing integrated supply chain solutions, as well as CEO of their subsidiary, Peach State Integrated Technologies. Mike is a 35-year industry veteran, serving in a number of executive roles. During his career he has dedicated his time to spearheading initiatives aimed at increasing the awareness of the material handling industry and the strategic value it provides to its users, including academic initiatives to attract new talent. In recognition of his contributions, Romano was also the inaugural recipient of the MHI Mentor Award in 2015. Greg Morrison is a third generation employee of Morrison Industries. He grew up in the office watching his grandfather take sales calls and his grandmother work the accounts receivable desk. Greg followed suit joining the parts and service departments later moving into sales and upper management. Founded in 1953, Morrison Industries has a tradition of exemplary customer service in aftermarket sales. Greg is an active and longtime MHEDA member and served as MHEDA president in 2010. Duncan Murphy graduated from Princeton University and then spent ten years in furniture distribution. He has been actively involved in the material handling industry for 32 years. Duncan is president of Riekes Equipment Company in Omaha, which covers a four state region. Duncan also served as MHEDA President during the turbulent year of 2009. Acquiring Bublitz Machinery in Kansas City on January 1, 2010, and renaming the company Bublitz Material Handling, adds that marketplace to its business footprint. Riekes has won numerous awards including Yale Dealer of Excellence 14 times since 1995 and is a MHEDA MVP. Bill Ryan (Conference Moderator) is President of LiftOne, a Hyster-Yale dealer based in Charlotte, NC. Bill has passion for the business and a particular interest in the education and training for dealers. He spent the first half of his career with NACCO, the parent company and served in all of the roles in a number of their factory-owned dealerships. He started what is now Yale-Pacific in San Francisco in the 1990s. LiftOne is now one of the largest and according to their employees and their customers, one of the best forklift dealerships in the country. Jerry Weidmann has served as the president of The Wolter Group since 2007, a family business founded by his father-in-law in 1962. The Wolter Group employs over 430 employees, operates in three states and has nine facilities. The Wolter Group includes two material handling operations; Wisconsin Lift Truck Corp. and Illinois Material Handling. Jerry s career at the Wolter Group started as general manager of Illinois Material Handling. He founded the Wolter Groups Fleet Management Division in 1998, then served as COO before becoming President. Under his leadership, the Wolter Group acquired eight material handling businesses. Rental & Used Equipment Management Conference Speakers Richard Donnelly (Conference Moderator) 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. Bill Rowan is the CEO of Sunbelt Industrial Trucks which has facilities in Dallas and Houston, Texas. Bill served on the MHEDA Board of Directors, also served for many years as President of the Komatsu Dealer Council and is currently on the Unicarriers Dealer Advisory Council. 2016 marks the 29th anniversary of Sunbelt Industrial Trucks which was founded by Bill and his business partner, Warren Cornil. In 2012, Sunbelt became an Employee Owned Company (ESOP). Sunbelt has been recognized for their superior customer service including Unicarriers Platinum Aftermarket Excellence and has been a MHEDA MVP every year since the inception of the award. Bill Ryan Please see bio listed above. Patrick L. Schmetzer is the Director of Rental Operations, Eastern Region, for Equipment Depot. Pat has over 40 years of industrial and construction equipment experience at both the dealer and manufacturer levels. Beginning in 1976, Pat has performed as a Service Technician and Service Manager, Technical, Safety and Sales Training Instructor, Sales Manager, Branch Manager, General Manager and most recently as the Director of Rental Operations for the Eastern Region of Equipment Depot. In his current role, Pat is responsible for all aspects of the equipment rental business. Michelle Vervaeke has been the Used Equipment Manager for Pape Material Handling - Western WA region since October, 2013. She started in the material handling business in 1992 with Colorado Clarklift, now Faulkner Material Handling. Michelle has worn many hats during her 24 year career including OSHA Safety Trainer, Product Support Manager and top producing Territory Manager.
Forklift Dealership Management Conference Fundamental Management Skills for Tomorrow s Dealer Principals September 21-22, 2016 Crowne Plaza Chicago O Hare Rosemont, IL 9 Interview Style Presentations 3 Member Panels 2 Endless Networking Opportunities New in 2016! With the next generation transitioning into leadership roles at your dealership, MHEDA has designed a conference specifically for dealer principals and their successors. This new program will provide guidance through real-world management, leadership and operational insight. Enjoy a modern and interactive learning experience with your industry peers. The conference will be presented in an interview-style format featuring some of the most prominent and successful dealer principals in the country. Discover what your peers are doing to grow and manage their dealerships and prepare for the future. Who Should Attend? Current and aspiring dealer principals, owners and key managers who are accountable and instrumental in the leadership and management of their dealerships. We strongly encourage dealer principals who have chosen their successors to attend and bring those candidates along with them. What Will You Learn? Gain valuable insights on strategy, operational excellence and best practices. Discuss critical elements of a successful business plan. Learn how to grow and improve your business. Discuss future trends. Interact with leaders who currently run successful dealerships. Network with your material handling peers. And more! Who are the Speakers? Hear real-world advice from some of the leading dealers in our industry! Mike French, COO, Carolina Handling LLC Greg Morrison, Vice President, Morrison Industrial Equipment Company Duncan Murphy, President, Riekes Equipment Company & Bublitz Material Handling Mike Romano, President/CEO, Associated Bill Ryan, President, LiftOne Jerry Weidmann, President, Wisconsin Lift Truck Corp. What is the Registration Fee for the Forklift Dealership Management Conference? $699 per person Early Bird Member Rate (before August 26 th ) $749 per person - Member Rate (after August 26 th ) $1,299 per person Non-Member Rate Package Deal - $1,100 (includes one Forklift Dealership Management Conference Registration and one Rental & Used Equipment Management Conference Registration. Offer available until August 26th. Does not need to be the same person for both conferences.) $100 per person- Optional Dinner at Gibsons Steakhouse. (Includes full steak dinner, beer, wine, tax and gratuity. Note, other entrée choices available.) Included in the registration is admittance to the conference, all handout materials, one breakfast, two lunches. Does not include travel and lodging. Register Online at www.mheda.org/fdm Discuss Key Strategic Factors on How to Run a Successful Dealership: Mission & Purpose Strategy Execution Products & Suppliers People Development Succession Planning Liquidity & Risk Operations Systems & Accounting Sales Leadership Safety And more! Questions? Call MHEDA at 847-680-3500 or email connect@mheda.org
Forklift Dealership Management Conference Agenda Wednesday, September 21 Welcome Luncheon 12:00 p.m. 1:00 p.m. The Mission and Purpose of Your Dealership 1:00 p.m. 1:45 p.m. In our opening session we will address vision and mission and how these two important ingredients provide direction and purpose for dealership. An interview with Duncan Murphy, President, Riekes Equipment Company & Bublitz Material Handling Strategy 1:45 p.m. 2:15 p.m. Uncover the power of selecting a proper strategy and how the structure of a dealership supports a particular strategy. An interview with Mike French, COO, Carolina Handling LLC and Greg Morrison, Vice President, Morrison Industrial Equipment Company Products & Suppliers 2:30 p.m. 3:00 p.m. Review selecting the best supplier partners and how to determine which products and services to offer your customers. An interview with Mike Romano, President/CEO, Associated and Jerry Weidmann, President, Wisconsin Lift Truck Corp. People Development & Succession Planning 3:00 p.m. 3:30 p.m. Discuss selecting the right people and making sure they are being trained to grow into the critical positions your dealership needs going forward. An interview with Greg Morrison 3:45 p.m. 4:30 p.m. Your opportunity to interact with your peers and discuss key issues important to you. Member Panel: Liquidity & Risk 4:30 p.m. 5:00 p.m. Our panel will discuss the importance of protecting your dealerships assets and also assuring that the business has the capital it needs to sustain itself in all business cycles. All speakers Networking Dinner at Gibsons Steakhouse 5:30 p.m. 7:00 p.m. Thursday, September 22 Breakfast 8:00 a.m. 8:30 a.m. Execution 8:30 a.m. 9:15 a.m. Even the best of strategic plans are not worth anything if the team does not have the ability to execute those plans. Learn how well run dealerships go about getting things done. An interview with Mike Romano and Duncan Murphy Sales Leadership 9:15 a.m. 9:45 a.m. Examine effective sales management and how this discipline is essential to grow your business. An interview with Mike French Operations Management 10:00 a.m. 10:30 a.m. Our industry leaders will share their insights and lessons learned in parts, service and rental management. An interview with Greg Morrison and Jerry Weidmann Systems & Accounting 10:45 a.m. 11:15 a.m. Learn how selecting the right systems and adopting the best accounting practices are crucial for your business. An interview with Mike Romano 11:15 a.m. 12:00 p.m. Your opportunity to interact with your peers and discuss key issues important to you. Lunch 12:00 p.m. 1:00 p.m. Safety 1:00 p.m. 1:30 p.m. Discuss the rising importance of safety in the workplace and how this can become a strategic advantage for your dealership. An interview with Duncan Murphy Member Panel: Adaption & Change 1:30 p.m. 2:00 p.m. The panel will address the importance of learning how to adapt to the changes our industry is experiencing. All speakers Member Panel: Preparing Your Dealership for the Future 2:15 p.m. 2:45 p.m. Explore how recent advances in technology are driving customer expectations and what dealers should be doing to embrace these opportunities. All speakers Closing Remarks 2:45 p.m. 3:00 p.m. Register Online at www.mheda.org/fdm Questions? Call MHEDA at 847-680-3500 or email connect@mheda.org
Rental and Used Equipment Management Conference Strategies to Maximize Rental & Used Departments Profitability October 20, 2016 Crowne Plaza Chicago O Hare Rosemont, IL 4 Member Presentations 4 Endless Networking Opportunities Join MHEDA University and your industry peers for a one-day best practices conference for Rental and Used Equipment Managers. This conference will focus on strategies to maximize the profitability of a dealer s rental and used equipment departments. The combined industry knowledge and learned expertise of our speaker line-up will provide you with information you need to assess your own dealerships strengths and capabilities. Whether you are new to the industry or a seasoned veteran, the content of our interactive program will provide you with practical tools and industry best practices information. Who Should Attend? Rental Equipment Managers Used Equipment Managers Operations Managers Leaders of Material Handling Dealerships What Will You Learn? The differences between short term and long term rental. How to help customers determine which products are right for them. Strategies for managing your rental department. Inventory management reports. Motivating your sales team. And more! Who are the Speakers? Learn from your peers: Speakers you don t want to miss! Bill Rowan, CEO, Sunbelt Industrial Trucks Bill Ryan, President, LiftOne Patrick Schmetzer, Director of Rental Operations, Eastern Region, Equipment Depot Michelle Vervaeke, Used Equipment Manager, Papé Material Handling Richard Donnelly, Executive Vice President, Gregory Poole Equipment Company What is the Registration Fee for the Rental & Used Equipment Conference? $499 per person - Early Bird Member Rate (before September 16) $549 per person - Member Rate (after September 16) $999 per person - Non-member Rate Package Deal - $1,100 (includes one Forklift Dealership Management Conference Registration and one Rental & Used Equipment Management Conference Registration. Offer available until August 26th. Does not need to be the same person for both conferences.) $100 per person- Optional Dinner at Gibsons Steakhouse. (Includes full steak dinner, beer, wine, tax and gratuity. Note, other entrée choices available.) Included in the registration is admittance to the conference, all handout materials, one breakfast, one lunch. Does not include travel and lodging. Register Online at www.mheda.org/ru Reviews from the 2014 Rental & Used Equipment Conference The roundtable discussions held after each guest speaker provide invaluable data from peer information sharing. A lot of very useful information and enjoyed the open conversations. The speakers were great, sharing ideas was awesome! This was possibly the best conference yet. Excellent networking and roundtables, excellent exchange of information. Very open communication. Real world experience. Questions? Call MHEDA at 847-680-3500 or email connect@mheda.org
Rental & Used Equipment Management Conference Agenda Thursday, October 20, 2016 Breakfast & Registration 7:00 a.m. 8:00 a.m. Welcome 8:00 a.m. Rental Financial Drivers 8:15 a.m. 9:15 a.m. Presented by Pat Schmetzer, Director of Rental Operations, Eastern Region, Equipment Depot This presentation will address each component driving a sustainable goal-achievement rental financial performance for your rental departments. We ll work our way through all of the Rental Financial Drivers including time utilization, dollar utilization, gross margin and disposals. We will also review the importance of rental customer satisfaction, safety, rate integrity, maintenance expense control and more. Learn: How to ensure proper fleet mix to maximize time utilization. Proven rental marketing & sales training programs. Understanding all aspects of maximum Rental Return on Investment (ROI). 9:15 a.m. 10:00 a.m. Serving Your Customers: Long Term vs. Short Term Rentals 10:15 a.m. 11:15 a.m. Presented by Bill Ryan, President, LiftOne There are distinct differences between a short term rental and a long term rental. A well-run Rental Department understands the process of Rental from both the dealership and customers perspectives. So often, it is an immediate or short term rental solution that addresses the customer s need. This often grows into a longer term need and thus a different and more costeffective solution is required. Learn: Best Practices for Managing Your Used Equipment Department 1:00 p.m. 2:00 p.m. Presented by Bill Rowan, CEO, Sunbelt Industrial Trucks We will discuss operating a profitable Used Equipment department while focusing on best practices, critical variables and key benchmarks. The presentation will provide actual reports and proven strategies that serve as real management tools. We will also share an inventory management report which provides the information you need at a glance. Learn: How to motivate your sales team. Best practices to follow to increase profitability. Benchmarks for success. 2:00 p.m. 2:45 p.m. Strategies for Marketing & Selling Used Equipment 3:00 p.m. 4:00 p.m. Michelle Vervaeke, Used Equipment Manager, Papé Material Handling Each sales person has a different market within their assigned territory which requires a different strategy. We will discuss different selling styles in an effort to help support the sales team through the sales process. This presentation will also cover diverse ways to take our used equipment to market; website advertising and more! Learn: Strategies to accommodate different selling styles. Parameters for asset disposition. Innovative marketing strategies for selling used equipment. 4:00 p.m. 4:45 p.m. Closing Remarks 4:45 p.m. 5:00 p.m. Which rental products are better for the customer and how to tell the difference. Which product is right for the dealer and know when to apply them. How to differentiate and adapt between the types of rental products and how we market them. 11:15 a.m. 12:00 p.m. Lunch 12:00 p.m. 1:00 p.m. Networking Dinner at Gibsons Steakhouse 5:30 p.m. 7:00 p.m. : Your Experience. Your Perspective. After each of the four presentations you will have the opportunity to participate in a roundtable discussion with your peers. This will give you the opportunity to discuss what you have learned and share your own knowledge, opinions and experience. Register Online at www.mheda.org/ru Questions? Call MHEDA at 847-680-3500 or email connect@mheda.org
201 U.S. Highway 45 Vernon Hills, IL 60061-2398 connect@mheda.org mheda.org Fall 2016 Two New Conferences from MHEDA! Forklift Dealership Management Conference September 21-22 Crowne Plaza Chicago O'Hare Rental & Used Equipment Management Conference October 20 Crowne Plaza Chicago O'Hare Peer Guidance & Industry Insight for Industrial Truck Dealers Experience two modern conferences designed with interactive learning, member presentations and actionable take-aways helping you prepare for the challenges and opportunities ahead. Save $100 when you register for both conferences! Details inside Two New Fall Conferences! Forklift Dealership Management Conference Agenda Wednesday, September 21, 2016 12:00 p.m. 1:00 p.m. Welcome Luncheon 1:00 p.m. 1:45 p.m. The Mission and Purpose of Your Dealership 1:45 p.m. 2:15 p.m. Strategy 2:30 p.m. 3:00 p.m. Products & Suppliers 3:00 p.m. 3:30 p.m. People Development & Succession Planning 3:45 p.m. 4:30 p.m. 4:30 p.m. 5:00 p.m. Member Panel: Liquidity & Risk 5:30 p.m. 7:00 p.m. Networking Dinner at Gibsons Steakhouse Thursday, September 22, 2016 8:00 a.m. 8:30 a.m. Breakfast 8:30 a.m. 9:15 a.m. Execution 9:15 a.m. 9:45 a.m. Sales Leadership 10:00 a.m. 10:30 a.m. Operations 10:45 a.m. 11:15 a.m. Systems & Accounting 11:15 a.m. 12:00 p.m. 12:00 p.m. 1:00 p.m. Lunch 1:00 p.m. 1:30 p.m. Safety 1:30 p.m. 2:00 p.m. Panel: Adaption & Change 2:15 p.m. 2:45 p.m. Panel: Preparing Your Dealership for the Future 2:45 p.m. 3:00 p.m. Closing Remarks Rental & Used Equipment Management Conference Agenda Thursday, October 20, 2016 7:00 a.m. 8:00 a.m. Breakfast & Registration 8:00 a.m. Welcome 8:15 a.m. 9:15 a.m. Rental Financial Drivers 9:15 a.m. 10:00 a.m. 10:15 a.m. 11:15 a.m. Serving Your Customers: Long Term vs. Short Term Rentals 11:15 a.m. 12:00 p.m. 12:00 p.m. 1:00 p.m. Lunch 1:00 p.m. 2:00 p.m. Best Practices for Managing Your Used Equipment Department 2:00 p.m. 2:45 p.m. 3:00 p.m. 4:00 p.m. Strategies for Marketing & Selling Used Equipment 4:00 p.m. 4:45 p.m. 4:45 p.m. 5:00 p.m. Closing Remarks 5:30 p.m. 7:00 p.m. Networking Dinner at Gibsons Steakhouse