When properly managed, used and rental equipment can be a great pocket of business. This conference will focus on best practices and strategies to maximize the profitability of a dealer’s used and rental equipment departments. Topics include: rental financial drivers and models; best rental operational practices; asset management; marketing and selling used equipment and more. Plus, enjoy learning from your industry peers during networking events such as meals and roundtables.
Who Should Attend
Used Equipment Managers
Allstar Lineup of Speakers
Richard Donnelly, Executive Vice President of Gregory Poole Equipment Company
Tom Hobbs, Executive Vice President of Sales of Naumann/Hobbs Holdings Corporation
Bill Ryan, Vice President/General Manager of LiftOne
Brenda Ryan, Partner of TDT, Inc.
Bill Rowan,President of Sunbelt Industrial Trucks
Chris Wetle, President of Papé Material Handling
Jason Vavra, Corporate Used Equipment Manager of Atlas Toyota Material Handling
Topics Covered During the Conference
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 and will examine the Financial Benchmarks. This presentation will include the following Rental Models in practice today: ROA – Return on Assets; Rental Yield; Dollars Utilization; Time Utilization; Maintenance Ratios. We will detail the standards for Rental Financial performance and explain how different go-to-market strategies can affect these performance measures. Presented by Bill Ryan, VP/GM, LiftOne.
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 of the particular asset. Utilization both financial and time are major factors when considering what kinds of equipment you want to add to your fleet. This will be an interactive discussion and we will solicit group discussion and participation. Learn: Acquisition, Buy/ Lease; Depreciation; Utilization Financial / Time; Maintenance; Disposal. Presented by Chris Wetle, President, Papé Material Handling.
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 help attendees identify the sources of the information from the various departments and functions within a dealership; tracing the flow of information through the business processes and business system. We will illustrate how best to collect and sort and proof the data to deliver meaningful reports for the Dealership and the Customer. Elements of the course will include: Identify the roles and responsibilities within departments; Discuss the skills required to manage the data process; Review the checks and balances for proofing data; Discuss data interpretation; And lastly, presentation of data. Presented by Brenda Ryan, Partner, TDT, Inc.
Marketing & Selling Rental Equipment
Topics include: Material Handling Competitive Analysis; Unique Rental Strategies – Rental Purchase, Manufacturer Partnerships, etc.; Compensation that Drives Performance; Penetrating Target Rental Accounts. Presented by Tom Hobbs, Executive Vice President of Sales, Naumann/Hobbs.
Next to People, Rental Assets are the largest investment for a Dealership. 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 course 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, VP/GM, LiftOne.
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. Practical examples of establishing market pricing and developing a commission program to incentivize your sales people will be explained. We will also discuss used warranty policies, accounting practices and acquiring your used equipment. Presented by Bill Rowan, President, Sunbelt Industrial Trucks.
Marketing & Selling Used Equipment
Jason will be discussing general marketing via the internet and selling your dealership online, establishing a solid relationship with a wholesaler and the important role they play with moving out of aged inventory. We will also discuss general reconditioning of units, supporting your sales force and some marketing tools to assist their efforts and lastly lease returns and used equipment financing. Presented by Jason Vavra, Corporate Used Equipment Manager, Atlas Toyota Material Handling.
Thank you Jamco for sponsoring the Conference Handout Material and Flashdrives
Thursday, September 13
7:00 a.m. – 8:00 a.m. - Breakfast/Registration
8:00 a.m. – 9:00 a.m. - Meet & Greet Networking
9:00 a.m. – 12:00 p.m. - Conference Presentations
12:00 p.m. – 1:00 p.m. - Group Lunch
1:00 p.m. – 3:45 p.m. - Conference Presentations
4:00 p.m. – 5:00 p.m. - Roundtable Discussions
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. - Welcome Back: Program Review
8:30 a.m. – 12:00 p.m. - Conference Presentations and Group Discussion
12:00 p.m. - Conference Ends/Box Lunch
12:30 p.m. - 2:30 p.m. - Optional Tour of MHEDA Member Atlas Lift Truck in Schiller Park, IL
What's Included With Your Registration
Included in the registration fee is all handout materials, two continental breakfasts, two lunches, Thursday’s dinner as a group 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!
Crowne Plaza Chicago O'Hare
5440 N. River Road
Rosemont, IL 60018
Room Block Information
The Courtyard by Marriott – O’Hare
Located at 2950 S River Road, Des Plaines (about 1 mile from the Crowne Plaza)
Room rate is $169 S/D. Ask for the MHEDA Room Block.
To book a room online, click here.