Crash Course for Turbulent Times - 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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Crash Course for Turbulent Times

CED Magazine, April 2010

Article Date: 04-01-2010
Copyright(C) 2010 Associated Equipment Distributors. All Rights Reserved.

AED’s spring CFO Conference brings financial experts around the table
to address and assess conditions, opportunities, and dangers for
distributor executives.

A brand new AED 20 Group Workshop is the cornerstone of this year’s spring edition of the CFO Conference: Financial Issues for Distribution CFOs and CEOs. Steve Larrimore and Greg Smith from Performance, Inc., an ADP company, lead the two-and-a-half-hour interactive session, titled: “Improving Distributor Profitability and Performance.”
Distributor CFOs will have the opportunity to review selected financial performance data from their own operation and compare the results to those of other distributors and industry benchmarks. They’ll use a reporting tool that helps them quickly identify performance trends and opportunities to improve profitability – the group will share best practices and develop concrete action plans.
AED’s CFO Conference, sponsored by BDO Seidman and WTP Exchange, will take place May 19-20 at the Residence Inn Marriott in Oak Brook, Ill. A rich agenda comprises financial specialists who will both assess the current landscape of the equipment distribution industry and present insider perspectives on distributor business opportunities – as well as pitfalls.
The conference format is designed to engage participants in discussions, spirited debates, and a chance to get answers to their most pressing financial questions – they will also be able to earn up to 11 CPE hours. The conference runs 8 a.m. to 5 p.m. on Wednesday, May 19, and 8 a.m. to noon on Thursday, May 20, with an optional Q&A session from noon to 3 p.m.
Garry Bartecki, AED staff vice president of Finance and Administration, is your conference host and moderator, and leads off Wednesday morning with a summary of current financial trends and a review of key topics for today’s distribution CFO. 
The loaded line-up includes:
Tax Information and Update Workshop
Ron Hodgeman, WTP Exchange, and Steve Pierson, Selden Fox LTD
When the economy takes a turn for the worse, companies will often debate whether they need an LKE Program.  Hodgeman will run through several case studies to create discussion and help answer the question of whether the tax deferral makes sense during these difficult times.  Additionally, he will point out several issues that are often overlooked and can result in traps for the unwary.
An Update on the Current State of the Economy and State of the Industry through 2010 and into 2011
Eli Lustgarten, Longbow Research
Lustgarten will examine the trends and events that have lead to the current state of the U.S. and global economy and the effects on the CE distribution industry specifically. He will provide a detailed analysis of current and emerging trends in the economy and help distributor executives understand how these trends will affect their individual businesses.
Strategic Risk Management for the CFO
Speaker TBA
Finance & Insurance as a Revenue Driver and Profit Center for the Dealership
Thomas Ball, DealerBahn, LLC:
Thomas Ball will show distributor CFOs how to drive profit by managing the right metrics and discuss the importance of F&I product and presentation within the distributorship. Ball will also show distributors the best practices for structuring and maintaining an internal or external distributorship F&I operation.
Banking and Financing Panel Discussion
Steve Nenn, Wells Fargo; Terri McNally, Global Capital; Jeff Whitcomb, People’s Capital and Leasing Corporation
Experts probe current trends in distributor and contractor financing. In addition, Whitcomb provides a specific analysis of the lending process from the banker’s perspective.
Funding Distributor Shortfalls and Distributor Acquisitions: An Insider’s Perspective
Nick J. Agliata, FB Investors
Get the insider’s perspective from an expert who funds shortfalls and acquisitions. Learn the process from how investors get paid to what to watch out for in this informative presentation.
CFO Accounting Update
Scott Stafford, BDO Seidman, LLP
Stafford will discuss timely accounting topics such as inventory valuation for new and used equipment, fixed asset impairment, debt restructuring, and 2010 audit planning including areas of heightened risk for distributors.
Call Bartecki with program questions at 630-574-0650, ext. 323; for conference logistics, please e-mail Pat Novak at Register online at

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