September 13-14, Crowne Plaza Chicago o Hare Rosemont, il

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1 September 13-14, 2012 Crowne Plaza Chicago o Hare Rosemont, il

2 We ll cover these important topics and so much more SEPtEMbER 13-14, 2012 This conference will focus on best practices and strategies to maximize the profitability of a dealer s rental and used equipment departments. You ll also enjoy learning from your industry peers during networking events such as roundtables, meal functions and group tour of a local MHEDA Member s facility. WHo SHoulD attend? Rental Equipment Managers Used Equipment Managers Operations Managers Business Managers and Leaders of Material Handling Dealerships WHaT Will Be DiSCuSSeD? Some of the pitfalls of selling used equipment How to boost your used equipment sales Rental financing strategies in a tight credit market Managing your rental fleet in ever-changing economic times Marketing your rental and used equipment on the Internet And more! WHeRe is THe ConFeRenCe location? Crowne Plaza Chicago O Hare 5440 N. River Road Rosemont, IL $139 Single/Double Occupancy Call by August 17, 2012 and mention MHEDA to receive the discounted rate. 1. Acquiring Used Equipment 2. Compensation that Drives Performance 3. Data Interpretation 4. Delivering Meaningful Reports 5. Financial Benchmarks 6. Financing Equipment 7. Leasing 8. Maintenance Ratios 9. Marketing Strategies 10. Rental Fleet Assets 11. Rental Models 12. Rental Yield 13. Selling Online 14. Supporting Your Sales Force 15. Time Utilization 16. Rental Strategies 17. Used Warranty Policies 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 newly renovated and 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. Wireless high speed internet access is also available in all guest rooms. For more details, visit BonuS: TouR of a local mheda member S FaCiliT y As a special bonus networking activity, we invite you to tour a local MHEDA Member s facility: Atlas Toyota Material Handling in Schiller Park, IL. Since 1951, Atlas has been internationally recognized and consistently ranked as one of the top 200 privately held companies in Illinois. Atlas carries a wide variety of new and used forklifts, as well as rentals. This tour is included in the conference registration fee. To learn more about this MHEDA Member, visit Questions? Call (847) connect@mheda.org Visit

3 Thursday, September 13 Continental Breakfast/Registration 8:00 a.m. 8:45 a.m. meet & greet networking A great way to get to know your fellow conference attendees. Facilitated by Richard Donnelly, EVP, Gregory Poole Equipment Company. 8:45 a.m. 9:45 a.m. 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. We will also examine Financial Benchmarks. This presentation will include the following Rental Models in practice today: Return on Assets; Rental Yield; Dollars Utilization; Time Utilization; Maintenance Ratios. We will detail the standards for Rental Financial performance and explain how different strategies can affect these performance measures. Presented by Bill Ryan, President, LiftOne 10:00 a.m. 11:00 a.m. 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. Presented by Chris Wetle, President, Papé Material Handling 11:00 a.m. 12:00 p.m. 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 illustrate how to deliver meaningful reports for the dealership and the customer. Elements of the course will include: identifying the roles and responsibilities within departments; discussing the skills required to manage the data process; and lastly, presenting of the data. Presented by Brenda Ryan, Partner, TDT, Inc. 12:00 p.m. 1:00 p.m. lunch 1:00 p.m. 2:30 p.m. marketing & Selling Rental equipment This presentation will teach you creative strategies to help grow your short term and long term rental business. We will discuss the competitive advantages of your dealership and provide you with specific ideas for compensation that drives performance. We will also review unique rental strategies that you can use to differentiate yourself from your competition and avoid letting rental become a commodity in the eyes of your customer. Last, we'll talk about how to identify the best target accounts in your market and how to create a successful game plan that will earn you the business. Presented by Tom Hobbs, Executive Vice President, Sales & Marketing, Naumann/Hobbs Material Handling 2:45 p.m. 3:45 p.m. asset management 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 presentation 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, President, LiftOne 4:00 p.m. 5:00 p.m. Roundtable Discussions This is your opportunity to share ideas and best practices with other material handling peers at your table. You will discuss challenges and learn how others in the industry are handling those same issues. 5:30 p.m. 7:30 p.m. group Dinner Friday, September 14 Breakfast 8:00 a.m. 8:30 a.m. Program Review 8:30 a.m. 10:00 a.m. 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. We will also discuss used warranty policies, accounting practices and acquiring your used equipment. Presented by Bill Rowan, President, Sunbelt Industrial Trucks 10:15 a.m. 11:15 a.m. marketing & Selling used equipment This presentation will focus on marketing and selling used equipment online. We will review establishing a solid relationship with a wholesaler and the important role they play moving aged inventory. We will also discuss supporting your sales force and some marketing tools to assist their efforts. Lastly, we ll discuss lease returns and used equipment financing. Presented by Jason Vavra, Corporate Used Equipment Manager, Atlas Toyota Material Handling 11:15 a.m. 12:00 p.m. Conference Wrap-up & Boxed lunch Discuss what you have learned with your peers and presenters. Then enjoy lunch, or grab it to go if you have to catch your flight! 12:30 p.m. 3:00 p.m. atlas Toyota material Handling Tour (optional) Your opportunity to tour a fellow MHEDA Member s dealership. This dealership is located 5 minutes from the conference hotel.

4 MHEDA Member Richard Donnelly 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 Used equipment and rentals in the company is one of the core businesses and a major contributor to record sales and profits. MHEDA Member Tom Hobbs is the Executive Vice President of Naumann/Hobbs Holdings Corporation and its subsidiaries. Naumann/Hobbs places a high priority on utilizing rental programs as a tool to generate business and increase market share. They have a fleet of over 2,000 units and have excelled in penetrating numerous market segments with customized programs to suit their customer s needs. MHEDA Member Bill Ryan is a thirty-year veteran of our industry. He has a passion for the business and a particular interest in education and training. Bill spent the first two-thirds of his career in the manufacturing environment of NACCO, the parent company of both the Hyster and Yale brands. He served in virtually all of the roles in a number of their factory-owned stores and then as a member of the Dealer Development group that was responsible for selling those stores and putting them into the hands of independent dealers. He is currently the President of LiftOne based in Charlotte, NC. MHEDA Member Jason Vavra has been in the material handling industry for 22 years. He has held positions of Field Service Technician, Rental Manager, General Service Manager and Used Equipment Sales Manager with Atlas Toyota Material Handling. Holding the position of General Service Manager for nine years provided valuable knowledge to assess reconditioning costs. He is an active member of MHEDA-NET as well as a Toyota Used Equipment Manager group. MHEDA Member Chris Wetle is the President of Papé Material Handling, Inc. He has over 40 years of material handling business experience, including: sales, management and currently president. In 2007, the Papé Group added the Papé Kenworth dealership to his portfolio and named him President of that organization, as well. He is a current member and past President of the Hyster Company Dealer Council. In addition, he serves as the Western Region Representative to the PacLease Executive Committee. MHEDA Member Brenda Ryan is the owner of TDT, Inc., a firm dedicated to supporting its clients in the material handling industry by assisting them in the adoption and implementation of Best Industry Practices. TDT, Inc. offers expertise in the areas of I.T. (system integration and data management) and Operations (process improvement). Brenda has been in our industry for over twenty years and has served in a variety of key roles in the Dealership environment. MHEDA Member Bill Rowan is the President of Sunbelt Industrial Trucks which has facilities in Dallas and Houston, Texas. Bill served on the MHEDA Board from He has also served on the Komatsu Dealer Council from and again from 2003-present, and is currently serving as the President of the Council. This year, 2012, marks the 25th anniversary of Sunbelt Industrial Trucks which was founded by Bill and his business partner, Warren Cornil. Questions? Call (847) connect@mheda.org Visit

5 Rental & Used Equipment Management Conference September 13-14, 2012 Crowne Plaza Chicago O Hare Please complete this registration form and return to MHEDA. Fax to or register online at Registrant #1 Title What two (2) things do you want to get out of this conference? Registrant #2 Title What two (2) things do you want to get out of this conference? RegiSTRaTion Fee Early Bird Member Registration (by August 1) $649 Member Registration (after August 1) $699 Non-Member Registration $1249 Included in the registration fee is all handout materials, two continental breakfasts, two lunches, Thursday s dinner 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! Travel and lodging not included. To make your hotel reservations, call the hotel at by August 17 and mention MHEDA to get the discounted rate of $139 single or double per night. Company Address City/Sate/Zip Phone Fax Our company is a Distributor/FOB PaymenT information Check Enclosed Supplier/Associate/Mfg. Rep Credit Card Visa MasterCard American Express Discover Number Exp. Date Card Holder s Name Signature Address this Card is Billed To City/State/Zip FaX to mheda at Questions? Call MHEDA Fax: Mail: 201 US Highway 45, Vernon Hills, IL QueSTionS? Call MHEDA at Register Online at connect@mheda.org By registering for the Rental and Used Equipment Management Conference, MHEDA has the right to use your photo, which may be taken during the event, for future promotional material. If you have a disability or require special accommodations, please contact us. We will do our best to accommodate you. CanCellaTion PoliCy The full amount will be refunded if you cancel no later than September 1, 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. Questions? Call (847) , connect@mheda.org, Visit

6 201 U.S. Highway 45 Vernon Hills, IL Ph: Fax: September 13-14, 2012 Crowne Plaza Chicago o Hare Rosemont, il Thursday, September 13 Breakfast/Registration 8:00 a.m. 8:45 a.m. Meet & Greet Networking 8:45 a.m. 9:45 a.m. Rental Financial Drivers & Models 10:00 a.m. 11:00 a.m. Best Practices: Rental Operations 11:00 a.m. 12:00 p.m. Rental Fleet Management 12:00 p.m. 1:00 p.m. Lunch 1:00 p.m. 2:30 p.m. Marketing & Selling Rental Equipment 2:45 p.m. 3:45 p.m. Asset Management 4:00 p.m. 5:00 p.m. Roundtable Discussions 5:30 p.m. 7:30 p.m. Group Dinner Friday, September 14 Breakfast 8:00 a.m. 8:30 a.m. Welcome Back: Program Review 8:30 a.m. 10:00 a.m. Used Equipment Business Model 10:15 a.m. 11:15 a.m. Marketing & Selling Used Equipment 11:15 a.m. 12:00 p.m. Conference Wrap-Up & Boxed Lunch 12:30 p.m. 3:00 p.m. Optional: Bonus Tour of MHEDA Member Atlas Toyota Material Handling in Schiller Park, IL Can t miss Speakers Richard Donnelly Gregory Poole Equipment Company Tom Hobbs Naumann/ Hobbs Material Handling Bill Ryan LiftOne Brenda Ryan TDT, Inc. Bill Rowan Sunbelt Industrial Trucks Jason Vavra Atlas Toyota Material Handling Chris Wetle Papé Material Handling