2012 AED Summit - Professional Education
An Unconventional Convention Experience
Summit's Concurrent Business Seminars
Thursday, Jan. 19, 12:30 - 1:15 p.m. (in CONDEX)
Lunch and Learn: Benchmarking Your Retirement Plan
Benchmarking includes more than fees and expenses. This session will focus in on your responsibilities as the plan sponsor, including selecting and monitoring investment options; creating the best plan design for your company, ownership and participants and making sure the costs charged to the plan participants are "reasonable" for the services being received.
This session will also include an update on plan sponsor and participant fee disclosure regulations coming in 2012. This session will be conducted by Jerry E. Stanford, Director of Sales - Life & Health from Sentry Insurance who has spent over 28 years working with business owners on their retirement plans and employee benefit packages.
Thursday, Jan. 19, 1:45 – 2:30 p.m. (in CONDEX)
AED Performance 20 Groups - Information Session with Q&A
Thursday, Jan. 19, 3 - 4:30 p.m.
Watch Video | Read more about this on cedmag.com
If It Works for Them It Can Work for You
Where do other parallel distribution businesses excel where ours lags? How do their product support businesses contribute to the success of the overall dealership? This high-level panel,featuring representatives from auto, on-highway truck, material handling, and motorcycle dealerships, will identify aftermarket profitability areas and best practices.
Some of the broad discussion topics will include:
- The significance of product support to the dealership’s overall profitability
- Customer retention strategies
- Maintenance programs
- Parts availability/turnover
- Customer sales coverage
- Absorption
- CRM Programs
Moderated by Ron Slee, R.J. Slee & Associates (guest industries subject to change)
Moderator Sponsored by
Where Managers Blunder
Dr. Bill McCleave, W.R. McCleave & Associates
What single action causes managers to get in the worst trouble with employees? Avoid costly mistakes, beginner's mistakes, and technology mistakes. Don't miss this opportunity to assess your managerial performance and find ways to be much better at your most important management functions. From current and ongoing research on managers in the distribution industry, Dr. McCleave provides us with the worst and best traits of distribution managers and helps us create paths for management excellence within our firms. You will leave with seven steps to get better management results.
Improving Sales Coverage - Your "Recover'age" Plan
Don Buttrey, Sales Professional Training
Over the last few years of the economic downturn, some were shaken out; most were shaken to the core. What will you do differently in 2012? This session gives clear direction and practical actions on how you can improve your dealership's sales coverage. Top leaders and sales management will move forward from this session with understanding, inspiration, strategies and tactical tools! Sales coverage is a complex issue and this session will help your leadership stir up some overdue changes!
The Customer of the Future - Will Tomorrow's Customer Be Yours?
Christine Corelli, Christine Corelli & Associates
Forget tough. Competition today is fierce! This program helps you better understand the changing marketplace and changed customer requirements. You'll learn how to increase your sales, align your sales and product support teams, and dramatically improve the level of service you now provide. Your future depends on it.
Friday, Jan. 20, 12:30 - 1:15 p.m. (in CONDEX)
Lunch and Learn: EDA - Simplifying Complex Information
This session will briefly cover the history of media (from color television to iPads) and how their adoption has changed the way we consume information today. EDA's mission is to make complex information easy for customers to digest. Get a sneak preview of the late 2012 rollout of a re-designed EDA Next product.
This session is presented by Rob Norris, VP of Sales and Marketing, EDA.
Friday, Jan. 20, 3:30 - 5:30 p.m.
Get the most bang for your Summit buck!
Immediately following the Ari Galper "Unlock the Game" Mainstage Event at 2 p.m. for all Summit attendees, choose from one of these 3 powerful, industry-specific seminars.
Confronting the Dealer's Compliance Challenges
Richard Cerenzio
Every dealer is faced with the challenge of complying with an ever-complex set of regulatory policies; but dealers sometimes have to comply with another layer of procedures and formats in order to do businesswith large corporate customers. Your frustrations have been heard, and we've invited one of North America's largest compliance outsourcing firms, ISNetworld, to address some of dealers' biggest compliance concerns. Whether or not your company works through ISNetworld, the person responsible for compliance in your dealership will gain insight that only a face-to-face presentation can deliver. Get all your questions answered and meet other dealer compliance managers who struggle with the same challenges.
ISNetworld Spokesman Richard Cerenzio oversees the Review and Verification Services division of ISNetworld in Dallas, Texas. He has more than 23 years of global senior management experience in HSE, Human Resources, and Training within the North American/Australian petrochemical industry; North American facilities and road maintenance industries, and South American copper mining industry.
ISNetworld, based in Dallas, with regional offices in Sydney, London, Calgary, and Los Angeles, is the global resource for connecting corporations with safe, reliable contractors/suppliers from capital-intensive industries. ISN collects self-reported conformance information from contractors/suppliers, verifies its accuracy, and then reports the results in an easy-to-follow format, allowing corporations to select those resources that best meet internal and governmental requirements, while providing contractors/suppliers the opportunity to centralize their conformance information, saving time and gaining presence in the marketplace.
Facing Our New Reality Head On
Ron Slee, Christine Corelli, Don Buttrey
Serious, provocative and controversial, this panel discussion probes into your operations, sales strategy, people development, and leadership standards, areas dealers must wrestle with and conquer in the new reality. Go where some fear to tread because change is so uncomfortable. Led by a trio of industry trainers, Ron Slee, Christine Corelli, and Don Buttrey, this stimulating industry event is aimed toward helping dealers prevail amid shifting and uncertain business conditions, and it will be structured to engage audience participation. Owners and top management are encouraged to attend.
The Four Essentials of Distributor Differentiation: Moving Ahead of the Pack
Dr. Bill McCleave, W.R. McCleave & Associates
Distributors and their suppliers wrestle with a constantly changing world of big challenges and promising opportunities. Ascustomers seek better supply alternatives and competitors increase their efforts, differentiation becomes essential for survival. Great distributionfirms in the future will focus on customer and market arenas where they canprovide world class performance and unique value.
These firms will be recognized by differences in at least four key areas:
- The strategic position they assume in the marketplace,
- Their message systems,
- Their operational performance and
- Their value proof systems.
Differentiationattempts are common among distributors, but few receive high grades and customer recognition in all four of these interlinked areas.
More than 10 years of extensive field research with hundreds of distributors has produced a simpler method for distributors to think about differentiation and to shape their future. Designed for owners and senior-level management, this revealing experience is delivered by Dr. Bill McCleave, internationally recognized distribution expert.
Helpful ideas and tips include:
- The four essential elements of distribution differentiation
- Thinking systematically before acting chaotically
- Benchmarking against the best performing companies
- Acting harmoniously with suppliers
- Sending the right message to customers
- Getting the real job done
- Proving that you mean what you say
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