Rental & Used Equipment Management Conference

The COVID-19 pandemic has created significant changes in the industry. Businesses have reinvented themselves to adjust to the new world in which we live. Join MHEDA and your industry peers for a one-day best practices conference for Rental and Used Equipment Managers. Together, we will explore how to evolve your business adjusting to changes in customer demands, operations and management. This conference will focus on new, post-pandemic strategies to maximize the profitability of a dealer’s rental and used equipment departments. The combined industry knowledge and learned expertise of our speakers 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?

  • Strategies for rental success, the metrics to validate them and real-life processes.
  • Learn how to buy right, find ways to creatively control internal costs, set appropriate value for the market place.
  • Rental and Used Management best practices and ideas.

Schedule at a Glance

    Thursday October 14

  • 7:00 am - 8:15 am
    Breakfast - Registration - Welcome
  • 8:15 am - 12:00 pm
    Presentations and Roundtable Discussions
  • 12:00 pm - 1:00 pm
  • 1:00 pm - 4:30 pm
    Presentations and Roundtable Discussions
  • 4:30 pm - 5:00 pm
    Q & A - Program Ends
  • 5:30 pm - 7:00 pm
    Optional Networking Dinner at Gibsons Steakhouse

Registration Fees

$795 Member (after September 10)
$1,095 Non-Member
$135 Gibsons Dinner (Optional Networking Event)

Included in the registration fee is admittance to the conference, all handout materials, breakfast, networking luncheon, coffee, soda and snack breaks. Also includes networking with other material handling professionals who face similar material handling career challenges as you and the priceless opportunity to bring your material handling career to the next level! Does not include travel or hotel accommodations.

Cancellation Policy
The full amount will be refunded if you cancel no later than September 30, 2021. Cancellations received after that date but before the start of the conference will be charged a $200 administration fee per person. No refunds given for “no shows.”

Who Should Attend

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


    Thursday October 14

  • 7:00 am - 8:00 am

    Breakfast & Registration

  • 8:00 am - 8:15 am

    Welcome & Introductions

    Conference Moderator, Richard Donnelly 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. He retired after 38 years of experience with Gregory Poole and over 42 years in the construction and material handling equipment industry. 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.

  • 8:15 am - 9:00 am

    Used Equipment Un-Reinvented. Presented by Justin Rainwater, Southern California Rental Manager, Papé Material Handling.

    Effort, diligence and efficiency baked into your process is key to a successful used equipment program. Justin will cover the purchase initiating the process, sources, validation of the equipment’s condition etc. He will also discuss the blend of used and rental used equipment offerings to the sales team and ways to establish the what is appropriate to have on hand.

    Once the equipment is on hand, we will step through the process of reconditioning the equipment, setting priority plus the flow of equipment through the shop and getting ahead of the sale by having heart of the line equipment on hand ready to deliver. We will also discuss, delivery practices, follow up and used equipment warranty practices. The intent will be to cover the process of purchase though delivery and after sale care beginning to end.

    Key Takeaways:

    • Acquiring of used equipment
    • Used equipment purchasing rental vs. used
    • Rental vs. used equipment inventory mix
    • Rental/used reconditioning
    • Flow of equipment through the shop
    • Used equipment sales warranty practices

    About the Speaker

    Justin Rainwater is the Southern California Rental Manager for Papé Material Handling. He has served in a number of roles during his 20+ year material handling career including technician, field service supervisor, used equipment manager and sales manager. He was awarded the Council of Excellence through HYG. Johnson Lift / Hyster was purchased by Papé as of November 2015 and in May 2020 Papé purchased Yale / Chase at which time his duties as used equipment manager were relinquished and he assumed rental management of both the Hyster and Yale fleets for the two newly formed Papé Southern California Regions.

  • 9:00 am - 9:15 am


  • 9:15 am - 10:00 am

    Networking Roundtable Discussions

    We will hold roundtable discussions following each workshop presentation. This will give you the opportunity to discuss what you have learned and share your knowledge, opinions and experience with industry peers. The addition of roundtables will make your conference experience interactive and engaging.

  • 10:00 am - 10:15 am


  • 10:15 am - 11:00 am

    Long-Term Rental – A Great Strategy for Used Equipment Sales. Presented by Mark G. Jones, President/CEO, Miami Industrial Trucks.

    Long-term rental has been a strategy material handling dealers have been utilizing for 40+ years. A properly executed long-term rental strategy allows customers to focus on their core business and look for more cost-effective ways to allocate capital and improve their operations. The movement is clear: leading edge businesses are looking to outsource the management of their material handling fleets to the dealer that adds value and solve problems for them. Long-term rental also provides options, at the end of rental agreement, to utilize the expired asset to supplement your short-term rental fleet and provides a great source for used equipment instead of purchasing on the wholesale market. A properly executed long-term rental strategy will separate your dealership from all competitors and is a win for you and your customer.

    Key Takeaways:

    • Long-term rental is an internal source for great used equipment
    • Since the dealer has performed the maintenance over the life of the rental, the dealer can verify the quality of the used equipment
    • Reduces the sales cycle for used equipment because the dealer doesn’t have to purchase used equipment from wholesale market
    • Allows dealers to have a stock of retail ready used trucks available for sale

    About the Speaker

    Mark Jones is President/CEO at Miami Industrial Trucks (MIT). Mark started his career at MIT in 1997, where he joined the MIT team as Vice President of Finance. In 2001, he was appointed Chief Financial Officer/Chief Operating Officer. In 2004, he was appointed the 3rd President in MIT’s history. Mark provides the overall strategic direction for MIT, focusing on their long-term strategy built on data-driven decision making, coaching on living our guided values, empowerment of their people in providing “Beyond World Class Service” and implementation of MIT’s industry leading Satisfaction Guarantee. He believes that MIT’s future is extremely bright due to having the best/highly trained people on their team and representing the finest OEM’s in the material handling industry.

  • 11:00 am - 11:15 am


  • 11:15 am - 12:00 pm

    Networking Roundtable Discussions

  • 12:00 pm - 1:00 pm


  • 1:00 pm - 1:45 pm

    Rental Financial Drivers. Presented by Josh Smith, Corporate Administrative Manager for Toyota Material Handling Systems.

    Your rental department, and its ROI is extremely important to the health of your company or dealership.

    Key Takeaways:

    • Understanding your Rental Fleets financial health
    • Honing your teams training, capabilities, and customer focus
    • Understanding your market, performance, and ROI of a healthy Rental Department
    • Explore what works best for you, based on Industry Standards

    About the Speaker

    Joshua Smith is the Corporate Administrative Manager for Toyota Material Handling Systems. 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 Material Handling Systems, 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.


  • 1:45 pm - 2:00 pm


  • 2:00 pm - 2:45 pm

    Rentals – A Formula for Success. Presented by Jerry Weidmann, President of Wolter, Inc

    Rental Equipment is one of the largest assets on a dealership’s balance sheet. Rental success is determined by the numbers; acquisition cost, utilization, rental rates, discounting, depreciation, maintenance, and proceeds on retirement. This conference will provide the strategies for rental success, the metrics to validate them and real-life processes to manage to success.

    Key Takeaways:

    • Learn Strategic Management Principles for equipment rental
    • Review the KPI’s of a successful rental department
    • Uncover the management processes to assure success

    About the Speaker

    Jerry Weidmann is the President of Wolter, Inc., a material handling equipment dealer headquartered in Brookfield, Wisconsin with operations in seven Midwestern states, fifteen facilities and over 450 employees. Wolter has over 1,000 rentals and fleet of 10 tractor trailers and two flatbeds. Weidmann has thirty years of experience with Wolter and is an experienced, growth-oriented executive with demonstrated leadership in the material handling and power systems industries. Skilled in business development, acquisitions, and operations management, leading change and building business for the future.

  • 2:45 pm - 3:00 pm


  • 3:00 pm - 3:45 pm

    Networking Roundtable Discussions

  • 3:45 pm - 4:00 pm


  • 4:00 pm - 4:30 pm

    Protecting Your Equipment and Mitigating Risks. Presented by Jayme Bates, CEO of JT Bates Group.

    With rental on the rise, and inventory scarce, it’s more important than ever to find new ways to protect your equipment and your customer relationships from unnecessary damage. Jayme Bates, CEO of JT Bates Group, will share some recent claims trends and best practices on protecting your equipment and making your rental business more profitable. Learn how to protect your equipment and your customer relationships in these unprecedented times.

    Key Takeaways:

    • Discuss recent claims trends and best practices on protecting your equipment
    • Learn about options for rental equipment protection
    • Discuss Certificates of Insurance and how to know what kind of insurance your customer has

    About the Speaker

    Jayme Bates has over 13 years of experience as an insurance producer and an extensive background in accounting and contracts. In her new role as the Chief Executive Officer for JT Bates Group, she is honored to be a part of the family legacy. Her dedication to the dealers she works with truly sets Jayme apart from other entrepreneurs in this industry.

  • 4:30 pm - 5:00 pm

    Q & A, Program Ends

  • 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 $135 per person. Includes full steak dinner, assorted sides, dessert, beer, wine, tax and gratuity. Vegetarian option available.


  • Embassy Suites O’Hare
    5500 N. River Road
    Rosemont, IL 60018

    For reservations call (800) 315-1061 by September 14th and mention MHEDA to receive the discounted rate of $182. Or to make your reservations online, click on button below.

    The Embassy Suites O’Hare Hotel is located less than two miles from O’Hare International Airport and has a 24-hour airport shuttle. Conveniently located only a few blocks from Fashion Outlets of Chicago and rail links to downtown. Enjoy made-to-order breakfast, complimentary evening reception, and access to the pool and fitness center.

    The hotel is doing everything they can to ensure your travel safety and provide maximum flexibility as the situation around COVID-19 continues to evolve.

    Illinois requires mandatory masks at indoor events for all individuals, both unvaccinated and vaccinated. We will continue to monitor both Illinois and CDC guidelines and adjust the policy as needed.