Rental and Used Equipment Management Conference


Join MHEDA 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 panel will provide you with information you need to assess your dealership’s strengths and capabilities. You’ll also enjoy learning from your industry peers during networking events such as roundtables and meal functions. Whether you are new to the industry or a seasoned veteran, the content of our program will provide you with worthwhile tools and information.

What Will You Learn?

  • Review best practices and rental strategies for lift truck dealers.
  • Uncover how to maximize your ROI in your rental and used departments.
  • Discuss new initiatives to accelerate rental investment and profitability.
  • Review financial benchmarking.
  • Learn ways to motivate your sales team.
  • Strategies on how to use social media to increase sales.
  • And more!

Register

Registration Fees Per Person

Member after August 19: $649
Non-Member: $999
(Join MHEDA to receive discounted registration)

Optional Networking Dinner: $109

Who Should Attend

Download Brochure
  • Rental Equipment Managers
  • Used Equipment Managers
  • Operations Managers
  • Leaders of Material Handling Dealerships

Agenda

    Thursday October 03

  • 7:00 am - 8:00 am

    Breakfast & Registration

  • 8:00 am - 8:15 am

    Welcome

  • 8:15 am - 9:15 am

    Rental Financial Drivers

    Understanding your rental fleet is extremely important. During this session, we will review several key factors that should be evaluated in order to run a successful rental department.

    Presented by Josh Smith, Corporate Administrative Manager for Toyota Forklifts of Atlanta

    • Discuss time vs dollar utilization, depreciation, maintenance.
    • Review how your team’s knowledge, skills, and understanding of material handling as well as customer needs are critical to your success.
    • Uncover how to maximize your ROI. The rental fleet is a department that must be run by the numbers. A Rental departments ROI is usually an indicator of the current economy and can be used to predict a downturn or an economy rise. But if you aren’t careful, you can be left with too little equipment when the market is ready, or worse yet, too much equipment when the market is slow.
  • 9:15 am - 10:00 am

    Roundtable Discussions

    Discuss what you have learned in the previous session and share your knowledge, opinions and experience with industry peers. Roundtables will make your conference experience interactive and engaging.

  • 10:15 am - 11:15 am

    Rental Equipment Management Best Practices

    This session will cover rental strategies and best practices for lift truck dealers. Discuss how to assess, construct, install and measure new initiatives to accelerate rental investment and profitability.

    Presented by Dave Baiocchi, Founder and President of Resonant Dealer Services LLC

    • Learn more about financial benchmarking, retail rate strategies, competitive rate strategies, service rental rate strategies, Minimum and maximum fleet life
    • Discuss strategies for “rent to rent” and “rent to sell” scenarios.
    • Uncover how maximizing depreciation allowances for tax advantages.
    • Review direct sourcing of manpower for repair expenses.
  • 11:15 am - 12:00 pm

    Roundtable Discussions

    Discuss what you have learned in the previous session and share your knowledge, opinions and experience with industry peers. Roundtables will make your conference experience interactive and engaging.

  • 12:00 pm - 1:00 pm

    Lunch Sponsored by 

  • 1:00 pm - 2:00 pm

    Used Equipment Management Best Practices

    The Used Equipment department can be an important and profitable part of an Industrial truck distributorship or it can be a source of customer frustration and dealer pain. Over several decades of used truck sales, we’ve found a way that makes used equipment sales work well for our dealership.

    Presented by David Morrison, President & CEO Morrison Industries

    • Learn how to provide value for the customer by understanding what “value” means to the customer.
    • Uncover how to adapt to the marketplace and provide Material Handling solutions not lift trucks.
    • Discuss how to warranty your reputation not your equipment.
    • Review ways to remain disciplined with your inventory.
  • 2:00 pm - 2:45 pm

    Roundtable Discussions

    Discuss what you have learned in the previous session and share your knowledge, opinions and experience with industry peers. Roundtables will make your conference experience interactive and engaging.

  • 3:00 pm - 4:00 pm

    Strategies for Marketing & Selling Used Equipment

    Most dealerships have various product lines for the sales team. Each sales person has a different market within their assigned territory which requires a different sales strategy. We will discuss how to acquire some of that mind share of the sales team and have them focus on used equipment. 

    Presented by Bill Rowan, WRR Consulting

    • Learn how to help support the sales team through the sales process.
    • Uncover unique ways to market your product and to increase used equipment sales.
    • Discuss how to use internet marketing and social media to increase sales.
    • Review ways to motivate your sales team.
  • 4:00 pm - 4:45 pm

    Roundtable Discussions

    Discuss what you have learned in the previous session and share your knowledge, opinions and experience with industry peers. Roundtables will make your conference experience interactive and engaging.

  • 4:45 pm - 5:00 pm

    Closing Remarks

  • 5:30 pm - 7:00 pm

    Networking Dinner at Gibsons Steakhouse (Optional)

    Enhance your Conference experience with a first-class dinner at the famous Gibsons Steakhouse. Enjoy mouthwatering steaks, huge portions and memorable desserts all in a classy environment, designed for your peer-to-peer networking. You do not want to miss this event! Note, registration is $109 per person. Includes full steak dinner, beer, wine, tax and gratuity. 

Speakers


Joshua Smith

Joshua is the Corporate Administrative Manager for Toyota Forklifts of Atlanta. His responsibilities include Corporate Rental Management, Corporate Sales Administration Management, as well as Toyota Lean Management initiatives throughout the dealership. Joshua is third generation in Toyota Forklifts of Atlanta, founded by his grandfather Bob Smith in 1973. Growing up in the lift truck business Joshua has always known that he wanted to be a part of the company and industry.

Dave Baiocchi

Dave is founder and president of Resonant Dealer Services LLC. (RDS).   Dave is a solutions-focused consultant with more than 36 years in the material handling industry. Dave provides consultancy services across the core areas of dealership best practices and aftermarket opportunities. From 1990 – 2016 Dave served as a partner at J.M. Equipment Co.; including 10 years as a general sales manager, and 17 years as a Dealer Principal and Aftermarket Director.

Bill Rowan

Bill is the President of WRR Consulting and is working with many dealers in the Material Handling Industry.  In 2017, Bill retired as CEO of Sunbelt Industrial Trucks which had facilities in Dallas and Houston, Texas. During his 38+ years in the industry, Bill served on the MHEDA Board of Directors, also served for many years as President of the Komatsu Dealer Council and also served on the Unicarriers’ Dealer Advisory Council.

David Morrison

David is the President and CEO of Morrison Industries in Grand Rapids, MI. He is a third generation family member with a leadership role in the management of 12 Morrison Industrial Equipment locations. During his tenure at Morrison Industries, David has held several positions including that of the used equipment manager.

Richard Donnelly

Conference Moderator
Richard is the former Executive Vice President of Gregory Poole Equipment Company. He held various positions throughout the company, including Marketing Manager, Industrial Division Manager and Vice President of Construction and Industrial Divisions. Used equipment and rentals in the company is one of the core businesses and a major contributor to record sales and profits. Richard served on the MHEDA Board of Directors and was president of MHEDA in 2012.

Hotel Accommodations & Room Blocks

  • Embassy Suites O’Hare

    5500 N. River Road
    Rosemont, IL 60018

    The Embassy Suites O’Hare Hotel is located less than two miles from O’Hare International Airport. Their newly renovated accommodations meet the needs of both business and leisure travelers. Enjoy a two-room suite, an indoor pool, fitness and business Centers, an on-site restaurant, free airport shuttle and more.

    Call (800) 315-1061 and mention MHEDA or book online by September 12th or until the room block is sold out to receive the discounted rate of $179 .

Member Reviews from past Rental & Used Conference

“All of the presenters were excellent, the presentations were appropriate for any size dealership.”

“Very informative, best meeting I’ve been to in years.”

“First timer, I really enjoyed and learned a ton, I like the opportunity to talk to dealers with other lines.”

“The roundtables and discussions are always excellent.”

“Good information and ideas from speakers and roundtables, lots of experience in the room.”

“Speakers were all excellent.”

“The information and the presenters were extremely helpful and gave me many things to look at in my company.”

“Benchmark information, sharing common practices, technical information

“Variety of knowledge shared from different leaders.”

“Enjoyed having differing business models and best practices, roundtables were very informative.”