Give Your Managers the Lesson Plan They Really Need - Inside AED
Construction Equipment Distribution magazine is published by the Associated Equipment Distributors, a nonprofit trade association founded in 1919, whose membership is primarily comprised of the leading equipment dealerships and rental companies in the U.S. and Canada. AED membership also includes equipment manufacturers and industry-service firms. CED magazine has been published continuously since 1920. Associated Equipment Distributors
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Give Your Managers the Lesson Plan They Really Need

CED Magazine, November 2009

Article Date: 11-01-2009
Copyright(C) 2009 Associated Equipment Distributors. All Rights Reserved.

2010 AED University Managers Conference: Back to the (New) Basics

Great managers will help your business survive this downturn and keep it positioned to accelerate when the market comes back. So who’s teaching your managers what it takes to be great?

''The AED University Managers Conference at the AED convention is truly a one-of-a-kind program,'' said Alison Wechman, manager of professional education for the AED Foundation. ''It’s the one place managers can go to get industry-specific and position-specific professional development education.''

The fully accredited programs offer managers Continuing Education Units (CEUs) that be used toward certification as well as advanced degrees.

Back to the (New) Basics

On Thursday, Jan. 21 and Friday, Jan. 22, in San Antonio, Texas, AED University presents eight unique sessions from experts Ron Slee, Dave Mills, Don Buttrey and Christine Corelli. Unprecedented times call for a new perspective and the AED Managers Conference will take managers ''Back to the (New) Basics. Managers will evaluate current practices, clear away ineffective and impractical activities and rework these practices according to the new realities of the market.

''When the pie becomes smaller, competition increases and the most important word in the expression ''taking care of business'' becomes take,'' said Dave Mills, industry consultant, founder and president of Twenty-first Century Marketing. ''If you want more pie it must be taken from others.'' Mills leads the sales management track, where managers will develop a short- and long-term sales strategy and action plan adjusted to market conditions.

Don Chambers, CFO of United Equipment Resources, learned the value of AED professional education when he sent his service manager through AED certification programs. ''With internal coaching and AED’s certification program, we have a service manager who has led his department to exceed AED standards and is a leader in annual business planning,'' said Chambers.

Consultant Ron Slee, founder of Ron Slee & Associates, will teach the track for parts and service managers. In ''Maintenance Programs as the Savior'' and ''Today’s Parts Inventory Management for the New World,'' managers will learn how to adapt to a new environment for parts and service.

Rental managers will learn new strategic and tactical selling basics from Don Buttrey, president of Sales Professional Training. Also, two sessions, ''New Realities of Distribution'' led by Ron Slee and ''Change Challenge and Hard Choices,'' led by consultant Christine Corelli, will help clarify what managers need to do to successfully adapt to the altered environment of the equipment industry.

Mills offers this observation on investing in education for managers: ''A large percentage of dealers will ‘hunker down’ and wait for this storm to pass,'' he said. ''Others will understand this is the ideal time to review, hone and polish all aspects of their customer service and business development efforts. When business does come back (and it will), the dealers who have maintained their relationships with customers and continued creating new ones will have an advantage and will be there when the customer is ready to buy.''

Register your management team at A single registration is $445 with discounts for registrations of three or more.
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