CEDMag.com - February 2014 Articles
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Contact Kim Phelan at (800) 388-0650 ext. 340.
- Mastering the Mammoth CONEXPO-CON/AGG Show
Dealer's Guide to CONEXPO
By Joanne Costin
A dealer's guide to getting the most out of the largest tradeshow in the Northern Hemisphere, including tips for gaining competitive intelligence.
The size of 44 football fields, CONEXPO-CON/AGG 2014 will wear out both your budget and your feet if you are not prepared. Planning is the key to maximizing your investment. For dealers, this means having a game plan for getting in front of customers, taking advantage of every opportunity manufacturer partners provide, and checking out the competition. With 2,400 exhibits and 130,000 attendees, your work is indeed cut out for you. "The key is getting time with customers in an environment away from a purchasing or competitive situation," said Jim Maxwell, sales manager of Woburn, Ma.-based dealer C.N. Wood. "It is informational, relaxed – a fun and different environment. You try and lock them in as much as possible."
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- This Guy is a Transformer
2014 AED Chairman
By Kim Phelan
AED's 2014 Chairman Tim Watters comes from a long line of entrepreneurs who understood the importance of change for survival – he'll put that knowhow to use as AED embraces changes of its own.
There's an ancient legend from the times of the Aztecs about the origins of Pico de Orizaba, the highest mountain in Mexico – according to pre-Hispanic Olmec mythology, Orizaba was an eagle spirit that formed the 18,000-foot-high volcano. But one of the mountain's very recent climbers didn't hike to the summit to pay homage to the hot-tempered god – instead, Tim Watters is something of a free spirit himself, and scales tall mountains for the fun of it. Adventurer, entrepreneur, adapter, volunteer, rock music fan, former teacher, and agent of change, Watters is AED's 2014 Chairman, and he's ready to help the association soar to new heights and shift into its next era of serving all of its members. During an inaugural ceremony at the AED Summit in Houston on Friday, Jan. 17, former AED Chairman Dennis Kruepke installed Watters as the association's 96th chief volunteer leader.
Watters is the president of Hoffman Equipment based in Piscataway, N.J. The multiline, five-branch dealership serves contractors in New Jersey, Southern New York State including New York City and Long Island. The company represents Case Construction Equipment at three locations, Doosan and JCB at two, and all five stores offer Manitowoc (including the Grove brand), Atlas Copco, and Terex trucks.
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- Three's a Charm: Infrastructure, Energy, Housing Put the Rev in Revenue
AED directors opine on what they think will bring growth to regional markets around North America. As rental's fire keeps raging, fleet replacement trends are also expected to fuel 2014 sales.
Eleven AED Directors penned their observations and predictions about market conditions across North America.
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- A Tablet is a Salesperson's Best Friend
By Jenny Choe
Tablets have the ability to help salespeople become more efficient, professional and focused.
Before the era of the tablet, a salesperson's tools of the trade included a smile, a handshake, a desk, computer and a phone. Today, one example of a new sales tool is the tablet. According to recent Sales Management Association research, sales organizations are poised for a tidal wave of tablet adoption. Though only 40 percent of salespeople are currently equipped with tablets, 70 percent of executives in sales organizations using tablets are already realizing ROI, and more than 90 percent of sales organizations plan to invest more in tablets in the coming year. And the tablet is rapidly becoming an indispensible tool, serving as the modern desktop, three-ring notebook, product catalog, calculator and Rolodex. If your sales team is not already equipped with tablets in their arsenal, chances are they will need it in the near future to effectively compete in the marketplace.
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